Commercial Management

Commercial Management

Commercial Management: theory and practice defines the role of commercial management within project-oriented organisations, providing a framework for and helping to develop a critical understanding of the factors that influence commercial management practice. It also identifies generic aspects of this practice and provides a theoretical foundation to these activities, by reference to existing and emergent theories and concepts, as well as to relevant management best practice. The book is structured into four parts: Part 1 Introduction – Commercial Management in Project Environments explores the nature of commercial practice within project-oriented organisations at the buyer-seller interface. It presents a Commercial Management framework, which illustrates the multiple interactions and connections between the purchaser‘s procurement cycle and a supplier‘s bidding and implementation cycles. Additionally, it outlines the principle activities undertaken by the commercial function, identifies the skills and abilities that support these activities and reviews the theories and concepts that underpin commercial practice. Finally, it identifies areas of commonality of practice with other functions found within project-oriented organisations, plus sources of potential conflict and misunderstanding. Part 2 – Elements of Commercial Theory and Practice covers commercial leadership; exploring strategy; risk and uncertainty management; financial decision-making; and key legal issues. Part 3 – Approaches to Commercial Practice addresses best practice management; and commercial and contracting strategies and tactics. Finally, Part 4 – Case Studies offers two extended case studies: Football Stadia (the Millennium Stadium, Cardiff; the Emirates Stadium, Islington; and Wembley Stadium, London); and Heathrow Terminal 5. The book provides a one-stop-shop to the many topics that underpin commercial management practice from both a demand (buy-side) and a supply (sell-side) perspective. It will help develop an understanding of the issues influencing commercial management: leadership, strategy, risk, financial, legal, best practice management and commercial and contracting strategy and tactics. This book’s companion website is at www.wiley.com/go/lowecommercialmanagement and offers invaluable resources for both students and lecturers: • PowerPoint slides for lecturers on each chapter • Sample exam questions for students to practice • Weblinks to key journals and relevant professional bodies


Author
Publisher John Wiley & Sons
Release Date
ISBN 1118486129
Pages 528 pages
Rating 4/5 (22 users)
Read More

More Books:

Commercial Management
Language: en
Pages: 528
Authors: David Lowe
Categories: Technology & Engineering
Type: BOOK - Published: 2013-05-31 - Publisher: John Wiley & Sons

Commercial Management: theory and practice defines the role of commercial management within project-oriented organisations, providing a framework for and helpin
Management of value
Language: en
Pages: 153
Authors: Michael Dallas
Categories: Business & Economics
Type: BOOK - Published: 2010-11-04 - Publisher: The Stationery Office

This guide provides clear and unambiguous guidance to value management. It is the first cross-sector and universally-applicable guidance on how to maximise valu
An executive guide to value management
Language: en
Pages: 48
Authors: Michael Dallas
Categories: Business & Economics
Type: BOOK - Published: 2010-11-04 - Publisher: The Stationery Office

Value management applied to individual projects or as part of wider programmes, delivers innovative step changes within a relatively short timescale, to improve
Value Management
Language: en
Pages: 316
Authors: Roger H. Davies
Categories: Business & Economics
Type: BOOK - Published: 2016-02-17 - Publisher: CRC Press

Change programmes in both private and public sectors have a poor record of delivering their intended value. The reasons given most often for their failure inclu
Value Management Implementation in Construction
Language: en
Pages: 272
Authors: Ayodeji E. Oke
Categories: Business & Economics
Type: BOOK - Published: 2022-02-24 - Publisher: Emerald Group Publishing

Value Management Implementation in Construction addresses various factors that can enhance the application of the discipline as well as its adoption among conce
Value Management of Construction Projects
Language: en
Pages: 568
Authors: John Kelly
Categories: Technology & Engineering
Type: BOOK - Published: 2014-09-02 - Publisher: John Wiley & Sons

Value Management is a philosophy, set of principles and a structured management methodology for improving organisational decision-making and value-for-money. Th
Management of portfolios
Language: en
Pages: 153
Authors: Stephen Jenner
Categories: Business & Economics
Type: BOOK - Published: 2011-01-31 - Publisher: The Stationery Office

This guide provides practical guidance for managers of portfolios and those working in portfolio offices as well as those filling portfolio management roles out
Innovation Engineering
Language: en
Pages: 400
Authors: Patrick Corsi
Categories: Technology & Engineering
Type: BOOK - Published: 2013-03-04 - Publisher: John Wiley & Sons

This title explores the issue of innovation engineering, a feature that is essential to the continuation of growth and development in the commercial world. Disc
Gower Handbook of Programme Management
Language: en
Pages: 602
Authors: D Lock
Categories: Business & Economics
Type: BOOK - Published: 2020-07-26 - Publisher: Routledge

In the ten years since this Gower Handbook was first published, Programme Management has been transformed to become the vehicle of choice for realising the obje
The Aqua Group Guide to Procurement, Tendering and Contract Administration
Language: en
Pages: 384
Authors: Mark Hackett
Categories: Technology & Engineering
Type: BOOK - Published: 2017-05-02 - Publisher: John Wiley & Sons

This key text for the building team is an authoritative guide and gives a detailed account of the team's roles and responsibilities, with best industry practice