Commercial Acumen Training

Case Study

Commercial & Procurement

BRS was engaged to design and deliver a customised in-house commercial acumen training programme for Main Roads WA. The training was tailored to cater to the differing needs of the unique parts of the organisation from capital works to operations and maintenance. Following the initial fundamental commercial acumen training, the program was expanded to include intermediate commercial acumen.

Busy Perth road and train line alongside the waterfront

Why they approached us

It was determined by Main Roads WA that they needed to grow their staff capability around commercial acumen in delivering major infrastructure projects and operation and maintenance works. They aspired to develop their staff towards becoming more informed and commercially astute, and sought to do this through a customised Commercial Training programme.

Main Roads WA were deliberate in their search for an organisation that had both a track record for delivering commercial training, as well as personnel that have the industry experience to draw on during the delivery of these courses.

Issue 1 - No existing commercial acumen training pathway for staff

Issue 2 - Commercial capability of personnel and knowledge of their supply chains commercial practices and business models was inconsistent across the organisation

BRS solution:

BRS developed a commercial acumen training program that was specific to the needs of Main Roads WA, incorporating organisation specific language and procurement policies and frameworks which over 350 Main Roads WA personnel attended. The base level training program was then further customised to suit the needs of different departments (such as Heavy Vehicle Services and the Property Group). The training programs developed included:

Introductory - Business Effective Commercial Practices and Contracting Workshop;
Introductory – Effective Commercial Practices and Contracting Workshop – Property;
Introductory – HVS – Effective Commercial Practices and Contracting Workshop;
Intermediate – Negotiating with a commercial mindset Workshop;
Advanced – Executive workshop – leading in in a commercial environment; and
Advanced – Commercial Finance – Contractor Engagement Workshop.

Case Study