Mastering Commercial Acumen






2nd & 3rd June (Online)
23rd & 24th November (Melbourne CBD physical event)

Duration: 4 x 3 hour online sessions / two full days face to face

Target Audience

The program is aimed at executives who need to get better commercial outcomes and/or value for money in dealings with business providers.

The Program

The program focuses upon defining and applying commercial acumen in a variety of common business contexts:

  • Defining a variety of dimensions of commercial acumen and surfacing how commercial acumen is demonstrated in commercial dealings
  • Not all pricing is ‘cost plus’! How can clients invite pricing so that each party feels the outcome is ‘fair’? We will also explore what is a ‘fair’ profit in different markets
  • What do clients do that drives up total cost, from uncertain scopes of work, the level of risk transferred, to the cost to serve, to onerous terms and conditions?
  • Ten sales, negotiation and pricing tactics that everyone should know and understand. What are they, how do we recognise them, and how do we counter them?

By the end of this workshop you will be able to:

  • Define commercial acumen and apply it throughout the procurement cycle
  • Describe a range of pricing methods that suppliers may adopt, and diagnose potential supplier strategies
  • Select the appropriate options when developing contract strategy to motivate the provider to deliver the required outcomes in ways that are transparent and equitable
  • Diagnose common sales tactics and respond accordingly, balancing the needs of the provider and the interests of the client
  • Balance the interests of the client and the provider in contract negotiations so that each party’s perspective is acknowledged and addressed

Your Facilitator

Paul Rogers, Consulting Director at PaulRogers.Pro

Paul is a thought leader and an experienced consultant with a track record of innovation and successful engagements developed over 35 years. Paul has worked in more than twenty countries and is an internationally acknowledged expert on procurement and negotiation.

As a consultant, Paul has a track record of leading consulting teams, winning work through stakeholder engagement and through completing bids, and in delivering successful assignments. Sectoral experience includes national government (in New Zealand), and in Australia Federal Government Departments, State Governments, Local Authorities, Defence, Universities, as well blue chip private sector clients, SMEs and third sector organisations. MCIPS in the 1990s, Paul is now FCIPS.