Our client, an international aviation engineering company, implemented a matrix structure as part of a major organisational change. As a result, the Commercial VP found that ensuring the standard of commercial capability of those responsible within the business units for writing business and negotiating contracts was challenging.
We have worked with the Commercial VP to develop and deliver an approach to build commercial capability across the business. The majority of people with commercial responsibility work directly for one of the strategic business units and have a dotted line into the Commercial Function, including the majority of the Commercial Leadership Team.
Working with the three year strategic plan for commercial we have implemented a development event for new Leadership Team to set them up as a team and engage them to drive focused commercial development from within their business units.
The business has implemented a new competency framework for the business with a view to agreeing functional competencies for all functions.
We had one day of their annual commercial conference in the US and UK to focus on developing participants’ commercial capability.
We took the opportunity to involve the whole commercial community in agreeing the functional competencies using the tool chosen by our client. This served to raise awareness of what is required to be successful in a commercial environment and to gain buy-in from all those involved, having had a chance to contribute to and shape the outcome.
We then facilitated an experiential activity to start to develop some of the commercial skills and raise awareness of current levels of capability.
The final part of the event involved development planning for each business unit led by the leadership team to ensure further development implemented. A monitoring mechanism is in place to ensure it happens.
Each year, one day of the two-day conference is dedicated to developing commercial capability during the event and continued back in the workplace.
Our objectives for this project are to:
Feedback from the commercial conference this year was consistently positive with the competency development element scores at the top in both the US and the UK.
The commercial competencies are being included in the performance appraisal so performance and development progress will be monitored year on year.
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