The aim of this course is to expose the commercial context within which technical work is carried out. It is to allow technical staff to understand how they fit into a larger picture, why they may be asked to undertake tasks that may not appear to be technical and the impact their interactions have within the commercial context.
The scope of the programme includes:
The course emphasises the collaborative nature of delivery and the need to offer value to customers.
The principal training objectives for this programme are to help participants:
Understand why technical roles are broader than we might assume
Appreciate the importance of, and the need to support, sales
Value the idea of 'Good Enough'
Recognise what can affect profitability
Realise the future needs protecting
1 Introduction
(Course sponsor)
Why this programme has been developed
Review of participants' needs and objectives
2 That's not my job!
How we see our own role in work
How other people see our role
Stakeholders: who are they and why do they matter?
The organisational backdrop
What is my role really?
3 Sales and marketing
Where does the money come from?
Where do we find customers?
The sales process
One-off sales versus repeat business
Customer/supplier relationships
What something costs versus what the customer will pay
The value chain
4 Estimating
Purpose of estimates
The problem with precision
Five estimating techniques
5 Change control
Can you just do this for me?
When being helpful leads to bankruptcy
How to deal with change requests
6 Risk management
Risk in projects
Risk in operations
Categories of risk
7 The value of intellectual property
Issues with sharing information
Commercial in confidence
Non-disclosure agreements
8 Course review and action planning
(Course sponsor present)
Identify actions to be implemented individually
What actions should be implemented to improve working with non-technical people?