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Contract and Commercial Management Fundamentals Training

IACCM is the global forum for innovation in trading relationships and practices. We develop and communicate leading practices that support economic growth and organizational success by ensuring commitments are ethical, achievable and sustainable.

IACCM research has revealed rapid growth in executive management interest in contract management. Some of that concern is because of today’s tougher regulatory environment and reputational risk. But much of it is because of the need to improve bottom-line performance. Contracts represent money.

But of course it is not just about having contracts, it is about insuring we have the right contracts with the right terms that support and align with our people, our processes and our systems. It is about not just equipping our contracts organization with the best tools and practices, but also enabling the all customer facing team members with the ability to participate effectively in the contracts process, both before and after contract signature.

To that end, IACCM has developed the Fundamentals of Contract and Commercial Management Program to complement its renowned Contracts Professional courses specifically designed for the non-contracts business professional. The program focuses on delivering contemporary best practices information which will equip the student to participate effectively in the contract process and does so in a manner which the student will find interesting and immediately useful in their personal and professional life.

Course Objectives
At the end of this course, students will understand:

  • The significance & role of contracts & contracts professionals in the world of business
  • The contract management lifecycle & the elements essential to each of its phases
  • How to select from a broad range of knowledge, approaches and tools
  • Key concepts in contracts & associated legal considerations
  • Basic risk assessment techniques
  • The principles & process of contract negotiation
  • Effective contract delivery and operations post-contract signature
  • How to prepare for & take the IACCM Contract & Commercial Management

Participants will be able to:

  • Understand and manage discussions about contracts in a commercial context.
  • Manage suppliers and relate to customers to achieve a positive and effective working relationship.
  • Contribute to pre-contract signature activities to increase the chances of successful contract delivery & outcome.
  • Understand how to manage risk and opportunity in contracts.
  • Know enough about contract law to avoid basic errors and involve experts as appropriate.
  • Be aware of the steps required to support contract implementation.
  • Know how to engage in contract change with positive outcomes for both customer and supplier.


A 3-days program accompanied by a practical, readable supporting text, which provides the student basic insights and understanding of contracting principles and the impact they have on both their business and personal life.

The syllabus is the structure for a 3-days course, accompanied by a practical, readable supporting text, which provides the student basic insights and understanding of contracting principles and the impact they have on both their business and personal life.

The course provides key commercial contract knowledge structured to reflect a process-based view of contracting with the following outline:

  1. Introduction
  2. Essentials of Contract and Commercial Management
  3. Initiate
  4. Bid
  5. Develop 1: Preliminary and Basic Contracts
  6. Develop 2: Characteristics of Different Types of Contract
  7. Negotiate
  8. Manage 1: Transition & Change
  9. Manage 2: Operations

Individuals involved in or supporting contracting who want to improve their commercial management skills; individuals in functions such as project management who need practical training in commercial management; general audiences wanting to gain a basic understanding of commercial management.

Account Managers, Bid Managers, Relationship Managers, Program/Project Managers

Ancillary disciplines involved in or supporting the contracting process including functional/technical subject matter experts, finance managers, IT managers, facilities managers and legal professionals.

Training fees:
INR 42,500.00

INR 42,500.00

Please contact us to request a quote.