Commercial Management Theory and Practice

This textbook provides a one-stop-shop to the many topics in commercial management. It draws on material developed as distance-learning modules and divides into four main sections: I - The commercial environment: develops a critical understanding of the environmental factors that influence commercial management; II - Techniques: develops an understanding of the various techniques used in commercial management; III - Commercial Strategies and Tactics: develops an understanding of the principles and practice of competitive bidding and bid evaluation; IV - Legal aspects: develops an understanding of the legal issues influencing commercial management. Examples and illustrations are included from both the private and public sector.

David Lowe - Programme Director for the distance learning MSc in Commercial Management and for the MSc in Project Management; and Peter Fenn – Senior Lecturer. Both at the Manchester Centre for Civil and Construction Engineering, UMIST

art 1- The Commercial Environmenthapter 1: The role of commercial managementhapter 2 - Economic issueshapter 3 - Competitive Advantage Theorieshapter 4 - Corporate Strategyhapter 5 - Marketinghapter 6 - Cross-cultural aspectshapter 7 - Creativity within Organisationshapter 8 - Bidding and Bid Evaluation- Clients' Processes and Proceduresart 2- Techniqueshapter 9 - Decision-makinghapter 10- Risk managementhapter 11- Value managementhapter 12 - Planninghapter 13 - Estimatinghapter 14- Negotiatinghapter 15 - Conflict managementhapter 16- Financial engineeringhapter 17- Cost value reconciliationart 3 - Commercial Strategies and Tacticshapter 18- Pre-bid Processhapter 19 - Bid Processeshapter 20 - Bid Strategy and Bid Price· Identifies bid strategieshapter 21 - Bid Evaluationhapter 22 - Bid Evaluationhapter 23- Winning major bidshapter 24- Outsourcingart 4- Legal Aspectshapter 25- Contracthapter 26- Conflict Management and Dispute Resolution