Commercial Acumen
for the Public Sector
Helping bridge the public sector capability gap

masterclass

Insights
courses

Insights
online

Introductions ONLINE

Bundle
Deals

Contact Us

Why Commercial Acumen?

Commercial acumen is a way of thinking, not a process or skill. Negotiation skills are essential but are not enough by themselves. You have to know how to create the value, claim the value, and keep the value.

Masterclass in Commercial Acumen

In this highly interactive and experiential masterclass, discover how to better create, claim and keep value — the three legs of value for money.

This course is for leaders across the public sector. Procurement is a process, but leaders own the business. Learn how to structure and manage your engagement with industry to deliver value, not just compliance.

  • Understand industry—the big and the small, what drives them, how the behave, how the sell, how they win, profit and other influences,
  • Explore how to structure better ‘deals’. Procurement is a process. Deal making is about maximising your outcomes.
  • Negotiate strategically, beyond a stage in procurement, create contracts that work
  • Contract management, beyond administration and compliance. Keep the value you negotiated and unlock more

Write your awesome label here.
You will gain insight into structuring better approaches to market, deal negotiation, and contract management. You will explore vendor perspectives and how it’s applied in the context of the public sector. You will extend your capacity to create, claim and keep the value.

This is a negotiations course in your context. It provides perspective, opens the mind to different ways of thinking so you can get what you want. That’s the power of knowledge and perspective. Learn negotiations, in your context.

Delivered by experienced practitioners, this program is low on theory and high on practical learning, real case studies and exercises.

It is not skills training but an education applicable in any context, transferrable to any team, and an investment in organisational and individual capability.

Insights Courses

We have built our modularised in-person program as we understand not all clients want to be away from work for the duration of a masterclass. Our 3-day Masterclass delivers best capability due to its integrated activities and immersive learning environment, but if that time investment is too great then you can take your team on a sequence of blended 1-day courses, or choose the courses best reflective of your teams capability needs.

Doing the Commercial Acumen for the Public Sector Insights courses in sequence – Insight into Industry, Insight into Negotiations, Insight into Managed Contracted Service delivery – provides a level of integration reflective of the Masterclass while supporting a more flexible delivery method.

Insights Online

Affordable, accessible progress towards enhanced capability. 2-4 hours of self-paced online theory followed by a one-day face to face program that reinforces the theory through practical application. Do several to build the content of a Masterclass without the impact of several days away from work.

Introductions Online

Short, self-paced, bite-sized courses delivered online that can be completed by anyone, any time, in any place. Accessible, affordable and timely, and some can be “traded up” to an Insights Course later. 
Our great offer

Commercial Acumen
e-Learning Bundle

Buy access to our entire suite of Commercial Acumen online learning modules

Find Out More

For more details on our Kiah Academy course offerings, or to discuss a tailored course for your organisation, please submit your details below.