Commercial Acumen and Practical Practices
Helping bridge the capability gap

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Commercial acumen and practical practices for the public sector?

Commercial acumen is a way of thinking, not a process or skill. You have to know how to create the value, claim the value, and keep the value. Understanding how market facing organisations operate, their imperatives, will allow you to build better relationship and derive better value by leveraging what they have to offer.

Learn how industry is structured and what it means for the public sector, how they make money, how the market and sell. How to engage and manage a contactor and a consultant. How to write a better RFT. How to manage a contract so that you get services not just compliance.

Practical Practices are the tools and techniques to uplift effectiveness.  Getting more done, better, faster, easier. Clearer communication, critical thinking, gaining insights from numbers, business skills to be effective.

But there is more to this program - for it covers how to apply commercial practices to public sector delivery, in a public sector context. Nothing everything the commercial could or should be applied. But if you don't know what you can consider you can't make an informed choice.

Not the public sector?

Doing business with the public sector is not the same as business to business.  The public sector has different behaviours, drivers, and constraints. Like it or not, they are buying, and you are selling. It's your job to understand the difference and adapt.  Talk to us about designing a program designed for your team's needs. 

Insights Courses

Delivered as either self-paced online, online facilitated or a primarily as a one-day face to face program (it includes 2-3 hours online training as a precursor). Choose the approach that best suits your need. 

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

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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.

Masterclass in Practical Practices

Looking to uplift your team in basic business and professional skills? Developed at the request of an APS client, this course has been tailored to focus on helping public sector teams be better at their business.

We cover immediately applicable, practical, topics including:
  • Persuasion, influence and negotiation
  • Impactful written communication and presentations for busy executives
  • Meetings and workshop facilitation
  • Problem-solving approaches
  • Writing an effective paper, rapidly
  • Bias
  • Understanding numbers for business
  • How to engage contractors, consultants and service providers to get better value
  • and more...
 
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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.

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