Strategic Commercial Management

Commercial acumen is a critical skill that underpins the realisation of successful and high value trading relationships. This concise textbook provides knowledge of the principles of strategic commercial management together with a framework for critically understanding commercial practice within and between organisations.

Autorentext

David Lowe is Professor of Commercial Management, a joint appointment at the School of Energy Geoscience Infrastructure and Society and Edinburgh Business School, Heriot Watt University.

Inhalt

1. Making Commercial Management Strategic 2. Foundations of Commercial Relationships 3. Identifying, Allocating and Managing Risk and Value 4. Exchange Governance 5. Commercially Driven Decision-Making 6. Influencing Partner Behaviour 7. Applying Rigorous and Consistent Commercial Processes and Procedures 8. Realising Value at the Commercial Interface