Commercial acumen program

Masterclass in Commercial Acumen

In this highly interactive and experiential masterclass, discover how to better create, claim and keep value — the three legs of value for money.
Write your awesome label here.

About the Masterclass

What is covered?

In this highly interactive and experiential masterclass, discover how to better create, claim and keep value — the three legs of value for money.

This course is for leaders across the public sector. Procurement is a process, but leaders own the business. Learn how to structure and manage your engagement with industry to deliver value, not just compliance.

  • Understand industry—the big and the small, what drives them, how the behave, how the sell, how they win, profit and other influences,
  • Explore how to structure better ‘deals’. Procurement is a process. Deal making is about  maximising your outcomes.
  • Negotiate strategically, beyond a stage in procurement, create contracts that work
  • Contract management, beyond administration and compliance. Keep the value you negotiated and unlock more


You will gain insight into structuring better approaches to market, deal negotiation, and contract management. You will explore vendor perspectives and how it’s applied in the context of the public sector. You will extend your capacity to create, claim and keep the value.

This is a negotiations course in your context. It provides perspective, opens the mind to different ways of thinking so you can get what you want. That’s the power of knowledge and perspective. Learn negotiations, in your context.

Delivered by experienced practitioners, this program is low on theory and high on practical learning, real case studies and exercises.

It is not skills training but an education applicable in any context, transferrable to any team, and an investment in organisational and individual capability.

Details

Duration: 2 day + online pre-learning module

Location: Can be delivered anywhere in Australia - we coordinate a training venue close to you, hold the training at your office, or coordinate with a venue of your choice. 

Group size: Ideally designed for groups of 6 - 24, however can be scaled as required. 

What's included: 
  • Pre-course workshop with your leadership to ensure we focus on those issues important to your team
  • Online pre-learning module to cover off relevant theory
  • Copies of all content and training materials, as well as stationery and note taking materials
  • All day catering, including consideration of dietary requirements
  • Post-training engagement through Kiah Alumni program

Agenda:

Built for the Public Sector

To ensure you receive the right learning solution, we can offer two levels of customisation to meet your specific needs.

1. Off the shelf

  • Designed to be delivered to groups of from 6 up to 24, our course is tailored to the needs of the Public Sector


  • Uplift an entire team so that you can succeed together


  • Add an optional follow-on workshop to address your specific initiative or negotiation

2. Tailored to you

  • Designed to uplift capability and tailored to the needs of your team


  • Add an optional follow-on workshop to address your specific initiative or negotiation

What people are saying

Write your awesome label here.
It is like an MBA crammed into 3 days - very useful for public servants who do not have exposure to how businesses are run

Engaging, informative & interactive. Well worth the three days
I highly recommend this Masterclass for anyone in the private or public sector involved in contract negotiation & administration

This is a must do course for public servants & will change your mind set on procurement & contract management

Frequently asked questions

I’m not in a commercial role right now. Is this course still applicable?

It is useful to all public servants who lead and manage teams – internally and externally.

While the course is entitled “commercial acumen” it is not all about dealing with industry. It is about how the private sector sees business, and how it acts. Those learnings are valuable in delivering better outcomes internally, across organisations and across jurisdictions.

In any case, most people will find themselves dealing with industry at some stage. Its never too early to invest in yourself.

Is there ongoing support available after the Masterclasses?

Anyone who participates in a Kiah Academy program will have access to our Kiah Alumni program, which offers resources, insights and online webinars where we run Q&A sessions and additional insights can be shared.

Additional ongoing support is also available after the Masterclass for an additional fee.

Will I get materials to take back to my workplace to which I can refer?

Yes. In addition to the experiences and activities, which are intended to embed the learning – you will receive a handbook that you may keep.

We do recover all activity materials to prevent them being shared around.

Does this have an accreditation? Do I get a certificate?

Deliberately we do not seek accreditation. This course is designed to uplift your capability and capacity, not your skills, through education, experience and association with experienced practitioners.

Third-party accreditations ensure we only teach what they think you need to know – typically focussing on skills and competencies rather than capability.

Does the course have to be delivered in 2 consecutive days?

FAQ 1 description

Not all of the content is relevant to me or my team, can the course be tailored?

FAQ 1 description