Commercial management covers an extensive range of different and crucial functions - including negotiation, procurement, contract management, risk and project management and financial management - but rarely, if ever, has it been treated as a single 'discipline'. This new book fills that important gap.

Highly-experienced authors assemble in one book all the techniques and management skills, required to ensure that well-designed projects become well-managed, profitable business enterprises. The book is designed as a practical source of reference, guidance, techniques and best practice.

It provides indispensable guidance for commercial managers a well as business development and project managers, and all those involved in the management of cost and risk, procurement, sales and marketing and IT/systems, in both private and public sectors.



CONTENTS:

Part One : The Commercial Engineer

* Commercial awareness

* The contract

* Contract performance

* Commercial relationships

* Negotiation

Part Two : Commercial Risk Management

* Principles of commercial risk management

* Post-delivery risk

Part Three : Project management

* Planning a project

* Building a team

* Project in progress



The authors:

Tim Boyce has vast experience in industry and commercial management. He has worked in senior positions with Plesseys, Siemens, British Aerospace and BAE systems. he is the author of several successful titles including " Commercial Risk Management" and " Successful Contract Negotiation".

Cathy Lake is an experienced project manager and author of over 40 training manuals and text books.