learning and development

Commercial Business Skills

A one-day training course delivered by subject matter experts, at your location.

How to book

Contact us on E: InHouseTraining@cipfa.org or T: 020 7543 5600.

About the programme

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. It covers the importance of knowing precisely what stakeholders value and how organisations can be designed to work to deliver that value.

By the end of the programme, you will have a working understanding of:

  • the importance of knowing precisely who your customers are, what they value and how to use this knowledge to satisfy them
  • the relationships you will need to develop with customers, backers, suppliers and other stakeholders
  • the business model that will create valuable results for stakeholders.

Who is it for?

The course is aimed at managers and their professional advisers in policy, finance, procurement and HR.

Format and duration

The course includes facilitated group discussions and exercises using case studies and examples.

The day normally begins at 09:30 and ends at 16:00 with breaks for lunch and refreshments. This can be adjusted, depending on your needs.

Extend your learning

If you are interested in developing your knowledge further, have a look at our Alternative Service Delivery Models course, the Better Business Cases Foundation and Practitioner qualifications as well as the Diploma in Commercial Skills programme.

Course content

Below is the typical course outline, which can be tailored to meet your and your team’s needs.

The big picture – how you identify value

  • Evaluating the 'as is' situation (service, customers, sources of value, pressures, etc.) and identifying where you need to be and the available options.

Lessons from marketing

  • Building and maintaining profitable relationships with customers, backers and other stakeholders in a competitive environment to persuade customers that they need what you offer and that it is superior to anything they can do themselves or acquire elsewhere.

Creating a viable business model to deliver value

  • Identifying the links between resources, processes and results; optimising the value creation process and ensuring it satisfies organisational and stakeholder needs.

Summary and review

  • Reviewing the day and discussing alternative ways of building and deploying business models.

CPD hours

This course carries seven CPD hours.

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