CIPFA Midlands Commercial Business Skills


Event summary

Public sector organisations are becoming more commercial in their outlook as they seek to optimise outcomes. This requires significant alignment and collaboration between service managers and finance to ensure that decision-making is based on robust financial information and analysis. This one-day training course explores how to take a more business-like and commercial approach to delivering public services.


29 November 2019
Starts: 09:30
Ends: 16:00


The Guildhall
St Giles Square
[See map]

Standard price

£125.00 excl VAT

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About this event

This event will be delivered by CIPFA trainers who are subject matter experts, on behalf of CIPFA in the Midlands.

The outline of the day is:

9:30 Welcome and Introduction

9:45 Session 1: Commercialism – what does it mean? Considering the key questions to ask before commercialism activity is decided

Understanding how this fits within your organization, and how it can add value; Breaking down value: Knowing what other stakeholders value and responding to this through service delivery.

An introduction to the delivery challenge – this will include assessing critical success factors and core skills in commercialism.

10:45 Refreshments

11:00 Session 2: Market knowledge and organisational considerations and cultures and behaviours

Understanding your market: Knowledge to assess the suitability of any new venture. Value for money; costs and pricing; competitors, substitutes and access to market; priorities / motive; skills and knowledge of staff; financial resources; business planning tools to assess - SWOT/ PESTLE/Porters/ VRIO

Examining what needs to change in your organisation to adopt a more commercial mindset. How prepared are people to change?

12:30 Lunch

13:00 Session 3: Challenges in commercialism and case studies of good and ‘not so good’ commercial thinking

Culture and mindset challenges, operational and practical challenges ie conflicts of interest, skills, processes particularly in new delivery models such as separate legal entities. Case studies of good and ‘not so good’ commercial thinking.

14:30 Refreshments

14:45 Session 4: Commercial routes to market

High level overview of the different delivery models available to ‘trade’ through. This will consider the operational and financial aspects of local authority delegation, partnerships, social enterprises and local authority companies. Examining the practicalities of setting up and operating alternative service delivery models.

16:00 Close


  • Commercialisation