Leading the business

Commercial skills

We have designed this programme to enable you to better manage engineering issues that affect overall business profitability and commerciality.

2 days

Next available:

Members: £995 + VAT
Non-members: £1,215 + VAT
Bring a colleague for free

Bring a colleague for FREE

Course Location & Date
Commercial skills
10% early bird discount applied
Hurry! 268 days left
£995.00 £895.50 Plus vat
Non Members:
£1,215.00 £1,093.50 Plus vat


We have designed this programme to enable you to better manage engineering issues that affect overall business profitability and commerciality.

Engineers undertake a responsibility for developing and designing solutions for their organisation and therefore have a responsibility for the commercial implications of their actions.

The global business environment is increasingly competitive with fewer resources, more demanding customers and hungry shareholders.

This programme gives you an appreciation of the commercial world and how to deal with issues including handling suppliers, demanding customers, as well as exploring opportunities to increase value and gain competitive advantage.

The course will also show engineers how they can become and act more commercially aware so that they can improve their personal prospects.


Who should attend?

This programme is suitable for engineers and non-engineers at all levels.

How will I benefit?

After the course you will be able to:

  • See your role in a broader, more commercial context.
  • Act, think and behave in a more commercial way.
  • Hold your "own" in meetings with commercial colleagues.
  • Manage customers who make demands for developments not originally specified so that if you want to you can charge more.
  • Ensure suppliers deliver components to the specification and be able manage issues with both suppliers and customers such as late delivery, poor quality and pricing challenges.
  • Understand the business strategy of both employers and customers and align themselves to that strategy to ensure what they do helps deliver the strategy.
  • Appreciate the value of good preparation and groundwork.
  • Anticipate, identify and manage potential risks, and opportunities.
  • Make a greater contribution to the profitability of your projects and contracts.
Contributes 14 CPD hours

In an ever more inter-connected world engineers find themselves having to deal with both customers and suppliers on a daily basis. Therefore, engineers need to be aware of the commercial implications of their actions when balancing time, cost and quality.

Steve Pepperell Course tutor

Key topics

  • What Is commerciality?
  • Dealing with challenging customers or suppliers. 
  • Developing yourself into a commercially aware engineer.
  • Commercially sound - the risks, challenges & opportunities.
  • What is ‘business strategy’.
  • Personal prioritisation. 
  • Action mapping.

Mapped against UK- SPEC competencies: C, D and E

  1. Responsibility, management or leadership - For Incorporated and Chartered Engineers: 'Provide Technical and commercial leadership’
  2. Communication and inter-personal skills - For Incorporated and Chartered Engineers: 'Demonstrate effective interpersonal skills’
  3. Professional commitment - For Incorporated and Chartered Engineers: ‘Demonstrate a personal commitment to professional standards, recognising obligations to society, the profession and the environment’

Meet our trainers

These trainers regularly teach Commercial skills.

  • John Hattam

    John Hattam

    John has built a successful consulting business in both the private and public sectors, specialising in sales and marketing, product and customer development, and business planning.

We offer in house training

Tell us your team's CPD needs and we'll come to you with a specialised training programme, customised for your engineering sector.
Contact our advisors if you need help finding the most appropriate training for your team.


At a glance

  • Duration:
    2 days
  • Location:
    London, Glasgow
  • CPD Hours:
  • Accredited:
  • UK-Spec:
    C, D, E

Need some help?

Contact us if you have any questions about our training courses.

Terms & conditions of booking IMechE training

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Online learning

Learn at your own pace and location of your choice with one of our eLearning options.

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Online qualifications

Free webinars

Available dates for Commercial skills

2 day course

7-8 Sep 2020
2-3 Nov 2020
25-26 Nov 2020

Require a different date or location? Or want to train a group in house?

We can customise any of our courses and deliver them in-house, for your entire team. It could also save you money, especially as you would save travel time.

More about In-house and bespoke training

Register your interest

Members: £995 + VAT

Non-members: £1,215 +VAT

Bring a colleague for free

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