Commercial insight

Narrowing the data
Broadening the thinking

Organisations are full of managers making things happen, making decisions and choices based on their perspective of the business. But do all those choices join up? Do they take the organisation where it needs to be to ensure commercial success or even survival?

It’s not a Finance for Non-Financial Managers course - but it is about being confident with data (financial or otherwise), being strategic and making the very best use of the available information. This commercial training course enables managers to be better decision makers. Decision makers who take into account the critical factors affecting the operating environment, and how the factors connect and impact on one another. The interplay of issues is the complex piece and when people become comfortable in dealing with that they make more robust and informed management decisions.


This commercial training course starts with a thorough exploration of what the business is all about; why it exists; who its customers are; what market it operates in (or wants to); how it adds value to customers, what attracts them and what makes them stay.

Each business has critical decisions it should make about what it should and shouldn’t do; priorities; allowable trade-offs and decision making criteria that reflect purpose, proposition & position and the business/operating model.

Commercial Insight MODEL

The glue that holds all this together and provides a means of objective quantification is the data and information at the organisation’s disposal (both internally produced and from other relevant external sources).

Delegate experience

“A very good positioning debate to contextualise all of our views. Invaluable in helping us to make sound business decisions.”

Each commercial training course is tailored to each client to ensure that the context is relevant to the group. It’s not just about general financial principles, it’s about the information they could and should access. The focus of the course is on helping participants recognise the data which is critical and to hone in on it and use it to inform their management decisions.

Participants look at both general principles and the specifics of their organisation, including:

  • Market dynamics and customers within these markets
  • Business operating models – revenues, costs, trade-offs and how key components interconnect and interact with one another
  • Financial principles
  • Key functional metrics
  • Risk management
  • Building a business case
  • Day-to-day application of principles
  • Working together as a management team to co-create strategies

Managers will begin to understand the impact of their decisions both in the business and on the business; identifying the criticality of what they do – being strategically anchored, cost conscious and joined up.