Commercial Management (PDF)

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 href="http://www.wiley.com/go/lowecommercialmanagement">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