Commercial Capability Training
Organisations throughout Australia and New Zealand spend billions of dollars on contractors and service providers every year. This presents significant commercial opportunities to save money and improve the performance of your contracts by understanding good commercial practices that drive value for money from service providers.
Staff from across government departments and infrastructure delivery agencies can further develop their commercial capability through our training courses that have been developed with input from Victoria’s infrastructure delivery agencies.
Attendees come from a range of different roles including project management, commercial, legal, procurement and stakeholder engagement. We also have different experience, knowledge and capability when it comes to commercials, which is why we offer Commercial Capability training courses at the Graduate and Emerging Professional, Intermediate and Advanced levels.
More information on what is included within each course can be found here:
The criteria for attendance at each of these courses are as follows:
Graduate and Emerging Leaders Commercial Capability Training
Target audience: Entry level employees in government departments and agencies, especially those working on or with public infrastructure. VPS1 to VPS3, graduates, cadets and interns recommended.
Experience recommended: No commercial or public sector experience required. Current work in project delivery, procurement, commercial, engineering, legal, finance, advisory, environment, policy and planning recommended.
Intermediate Commercial Capability Training
Target audience: Mid-level employees in government departments and agencies, especially those working on major public infrastructure projects. VPS4 to VPS6 and SES with limited experience in procurement and commercial management recommended.
Experience recommended: Some public sector experience working on procurement or commercial projects. Current work in project delivery, procurement, commercial, engineering, legal, finance, advisory, environment, policy and planning recommended.
Advanced Commercial Capability Training
Target Audience: Mid and senior level employees in government departments and agencies, especially those managing and leading major public infrastructure projects. VPS5, VPS6 and SES who have attended intermediate training and have gained further experience in procurement and commercial projects, or employees with extensive experience in these areas.
Experience recommended: Attendance at intermediate training, experience working on procurement or commercial projects. Current work in project delivery, procurement, commercial, engineering, legal, finance, advisory, environment, policy and planning recommended.
We strongly recommend all participants attend the Intermediate Capability training before they attend the Advanced Capability training.
Our Commercial Capability Training is linked to the Commercial Capability Framework developed by BRS in consultation with Office of Projects Victoria. The Commercial Capability Framework is a tool to define and measure commercial skills and competencies of Victorian Public Service (VPS) and Executive Officer staff working in infrastructure delivery roles. It gives guidance on the behaviours, skills and expertise that reflect different levels of commercial capability required to deliver successful project outcomes.
OPV Commercial Capability Framework
Graduate and Emerging Professionals Commercial Capability Training
The purpose of this training is to:
- Understand some of the more common commercial practices which drive effective commercial performance of your service providers and your projects
- Understand the concept of how you can achieve better value for money from your service providers on your projects and operational services by learning about the commercial drivers of supplier and service provider behaviour
- Introduce alternative commercial practices that will drive value for money with your procurement practices on your projects
The duration of the course is 1 day, which will be delivered as 4 x 120min modules over 2 days.
Within this course you will cover the following topics:
- Introduction to Commercial Acumen – What it is and isn’t
- Value for Money and Public Value – Understanding the why around procurement and public value
- Pipeline of Work – Understanding the context
- Collaborative Contracting – Reducing risk through improved supply chain engagement
- Procurement Models – Understanding the different procurement methods and clarifying under which circumstances we should use each of them
- Consultant and Constructor Business Models
Upcoming Courses:
Advanced Commercial Capability Training
Wednesday 23rd August and Thursday 24th August 2023 – Facilitated by Kym Williams
Cost: $900+GST
(This course will be delivered as 5 x 90-120min modules over 2 days):
Intermediate Commercial Capability Training
The purpose of this training is to:
- Enhance your understanding of the commercial practices which drive effective commercial performance of your service providers and your projects
- Ensure you get better value for money from your service providers on your projects and operational services by understanding the commercial drivers of supplier and service provider’s behaviour
- Dive deeper in to alternative commercial practices that will drive value for money with your procurement practices and on your projects
Within this course you will cover the following topics:
- Value for Money and Public Value – Understanding the why around procurement and public value
- Collaborative Contracting – Reducing risk through improved supply chain engagement
- Procurement Planning – Understanding the different procurement methods and clarifying under which circumstances we should use each of them
- Understanding Pricing Mechanisms and Techniques used by Service Providers
- Risk Allocation – Aligning on risk early and upfront
- Managing Variations and Scope Creep
The duration of the course is 1.5 days, which will be delivered as 3 x 120min and 2 x 90min modules over 2 days.
Upcoming Courses:
Terms and conditions apply to all registrations. Transfers, deferrals and cancellations will incur an administration fee of $275 inc GST.
Further terms and conditions can be found at our Frequently Asked Questions
For more information about our training courses please contact enquiries@brsresults.com
Advanced Commercial Capability Training
The purpose of this training is to:
- Work through current challenges in procurement, tendering and commercial alignment of your projects
- Work through what value for money means from a tender evaluation perspective how it is linked to the current infrastructure pipeline and market challenges
- Work through what commercial alignment and negotiation is and isn’t and why it is so important to the success of an infrastructure project
- Work through how the process of multi-criteria analysis, procurement model selection and risk allocation are important in delivering successful tender outcomes
- Understand how to engage with the market in understanding their bid practices, commercial drivers and preferences
- Understand how to develop the commercial negotiation strategy and negotiation plan
- Identify how to set up effective Tender Assessment Committees to deliver better outcomes though constructive interaction with tenderers
- How to design better tender documents and pre/during tender engagement practices with the supply chain through the use of the MBTI Z model
- Understand how to prepare for interactives/ positive guidance sessions with shortlisted proponents and the market and how to provide constructive feedback post the tender award
The duration of the course is 1.5 days, which will be delivered as 5 x 120min modules over 2 days.
Within this course you will cover the following topics:
- Current Challenges in Procurement, Tendering and Commercial Alignment of your Projects
- Value for Money, the Supply Chain and Current Market Challenges
- Purpose of Commercial Alignment
- Developing a Commercial Negotiation Strategy
- Multi-criteria Analysis, Risk Allocation and Procurement
- Engagement with the Market – through understanding their bid practices, commercial drivers and preferences
- Tender Assessment Committees – how to structure them to deliver better outcomes through constructive interaction with tenderers
- Preparing for Interactives / Positive Guidance Sessions
- Designing Better Tender Documents, Supplier Engagement Practices and Background Supporting Documents
If you are after a tailored, in-house learning experience for your organisation or team, please contact us via enquiries@brsresults.com
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