The Commercial Manager

The Complete Handbook for Commercial Directors and Managers

October 2007
More details
  • Publisher
  • Published
    31st October 2007
  • ISBN 9781854183583
  • Language English
  • Pages 356 pp.
  • Size 6.25" x 9.5"
  • Images figures

The Commercial Manager is the complete handbook for practitioners across all sectors of commerce and industry and covers every aspect of this multi-faceted role.

Commercial management covers a large range of different and crucial functions including contract negotiation, procurement, financial management, risk management, project management—and yet until now the subject has rarely if ever been treated as a single discipline. This book fills that important gap.

Written by authors with wide practical experience, The Commercial Manager offers expert, accessible and practical guidance on all the British legal, commercial and planning aspects of this crucial management role. It will serve as an indispensable handbook for managers in both the private and public sectors.

Part One covers commercial awareness and relationships, the contract and negotiation techniques. Part Two explores techniques of risk management and Part Three provides expert advice on planning and project management.

PART ONE: THE COMMERCIAL ENGINEER: 1) Commercial Awareness; 2) The Contract; 3) Contract Performance; 4) Commercial Relationships; 5) Negotiation; PART TWO: COMMERCIAL RISK MANAGEMENT: 6) Principles of Commercial Risk Management; 7) Post-Delivery Risk; PART THREE: PROJECT MANAGEMENT: 8) Planning a Project; 9) Building a Team; 10) Project in Progress.

Tim Boyce

Tim Boyce has been involved in contract management for over 20 years and is commercial manager for one of the UK's largest electronics companies. He is the author of The Commercial Engineer, Successful Contract Administration and Successful Contract Negotiation.

Cathy Lake

Cathy Lake is an experienced Project Manager and author.