Description
Book SynopsisCommercial Management: theory and practice defines the role of commercial management within project-oriented organisations, providing a framework for and helping to develop a critical understanding of the factors that influence commercial management practice.
Trade Review“The book provides a one-stop-shop to the many topics that underpin commercial management practice from both a demand (buy-side) and a supply (sell-side) perspective. It will help develop an understanding of the issues influencing commercial management: leadership, strategy, risk, financial, legal, best practice management and commercial and contracting strategy and tactics.” (Construction Management and Economics, 3 June 2014)
“I highly recommend the excellent and all inclusive idea filled book Commercial Management: Theory and Practice by David Lewis, to any students at the graduate or undergraduate levels in management, commercial management, project management, educators in academia, professional commercial and project managers, business leaders, public policy analysts and anyone else interested in the theory and practice of commercial management. This book covers all of the relevant areas completely and authoritatively.” (Blog Business World, 20 August 2013)
Table of ContentsAbout the Author vii
About the Contributors viii
Acknowledgements x
Preface xii
Abbreviations xiv
Part 1: Introduction 1
Introduction: Commercial Management 3
1. Commercial Management in Project-Oriented Organisations 23
Part 2: Elements of Commercial Practice and Theory 77
2. Commercial Leadership 79
Maria-Christina Stafylarakis
3. Exploring Strategy 96
Irene Roele
4. Perspectives on Managing Risk and Uncertainty 108
Eunice Maytorena
5. Financial Decisions 132
Anne Stafford
6. L egal Issues in Contracting 173
David Lowe and Edward Davies
Part 3: Approaches to Commercial Practice 237
7. Best-Practice Management 239
8. Commercial Strategies and Tactics 288
Part A: Intent 296
Part B: Deal Creation 332
Part C: Execution 359
Part 4: Case Studies 379
Case Study A: Football Stadia 381
Case Study B: Terminal 5 (T5) Heathrow 455
Index 492
