Commercial Acumen Training

Case Study

Commercial Acumen Training

Commercial & Procurement

BRS was engaged to develop and design a customised in-house commercial acumen training programme for NZTA to be undertaken across all of NZTA’s offices. The training programme initially started with a basic commercial acumen programme and has expanded into five different courses from foundational through to advanced commercial acumen principles.

Late afternoon traffic in Auckland, New Zealand; downtown skyline with Sky-Tower in the background

Why they approached us

BRS was approached because of our strong understanding of the infrastructure market both from the perspective of NZTA and service providers in terms of consultants and contractors. This intimate knowledge was important in designing a commercial acumen training programme that ensures win/win outcomes for the agency and their supply chain.

The commercial acumen training programme was also needed to assist NZTA personnel to be able to deliver with the supply chain on a significant infrastructure programme of projects in New Zealand.

Issue 1 - No formal commercial acumen programme and pathway for staff involved with service providers and infrastructure projects

Issue 2 - Insufficient understanding of their supply chains business and commercial models

Issue 3 - A clear roadmap and vision was required to become an intelligent client

BRS solution:

The development of a commercial acumen programme spanning five courses from foundation to advanced. Successful facilitation of this programme to NZTA personnel across the regions.

Development of a commercial acumen programme from foundation to advanced;
Access to best practice online portal with the tools and templates from the workshop;
Development of in-house training that is now being rolled out to industry; and
An improved understanding of their supply chain leading to win/win outcomes.

Case Study