Contract and Commercial Management

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Your Details

Waiting List Course




If your organisation has specific time, location, and learning and development objectives, we can tailor this programme to suit your needs.

To discuss the tailored training options available to you with one of our In-house training account managers, fill out the enquiry form below or call +44 (0)20 7665 2498

Your Details


This is an intensive two day training programme on the principles of contract and commercial management. It will ensure you can successfully manage and operate a construction contract through its various phases. Specifically designed for the non-contracts business professional, it focusses on delivering contemporary best practices information, equipping you with the skills to be able to participate effectively in the contract process.

The programme provides you with an understanding of the principles of contract and commercial management, including the five stages of the contract lifecycle: Initiate, Bid, Develop, Negotiate, and Manage.

You will be guided through:

  • The commercial relationship
  • The customers' perspective
  • Managing bids and proposals
  • Different negotiating styles and strategies
  • A review of typical contract terms
  • The transition process after contract signature
  • Change management and change control

IACCM partnership
This training course has been developed in partnership with the IACCM. Visit the IACCM website for IACCM membership and IACCM certification opportunities
This training course has been mapped to:
  • UK-SPEC Competence C1: Plan for effective project implementation and C2: Plan, budget, organise, direct and control tasks, people and resources.
  • ICE Key Attribute 5A: Ability to prepare and control budgets
  • ICE Key Attribute 5C: A high level of commercial and contractual understanding and an ability to use it within own area of responsibility


Training courses on set dates, in ICE Training venues across the country. Suitable for those looking to attend a training course and share knowledge and practical experiences with like-minded others in an interactive learning environment.


Bespoke training programmes. These are delivered by our tutors at a time, in a location and based on a curriculum completely tailored to your needs. Ideal for organisations that have several employees wishing to take training in the same subject area, and/or have organisation-specific ideas for learning and development.

Programme Overview

This training course starts at 09:00hrs and finishes at 17:00hrs with refreshment breaks mid-morning and afternoon, plus lunch.
All timings, except the start time, are approximate and may be adjusted to suit natural breaks in the lesson.

Day 1

Session 1 - Essential elements of a contract; cost, pricing and payment; negotiation principles; and an overview of contract management lifecycle
Session 2 - Requirements development and management
Session 3 - Bid and proposal management
Session 4 - Negotiation planning and preparation
Session 5 - Transitioning to a new contract and managing changes and disputes

Day 2

Session 6 - Managing performance and closing out contracts
Session 7 - Understanding the supply base and driving the right relationships for mutual success
Session 8 - Cost benefit analysis toolsets and business case design
Session 9 - Contract structure

Martin Chalkley

Martin has spent 18 years in IT and Procurement, starting his career with a global engineering company in the oil refinery / pharmaceuticals sector.

Martin’s experience includes; Management Consulting, Supplier Relationship Management, UK Govt IT Sourcing and Commercial Management in engineering and public sector.  He frequently delivers classroom training in the UK, Middle East, Africa and Kazakhstan.  His main driver is looking at commercial opportunity and driving value in contracting.

Martin, is co-author of the IACCM’s Supplier Relationship Management learning program and is also one of their accredited trainers for the following courses:

  • Fundamentals of Contract and Commercial Management
  • Contract and Commercial Management
  • Supplier Relationship Management
  • Commercial Skills for Leaders in the UK Government
Learning Objectives

This classroom course will give you a full understanding of:

  • Contract lifecycle management from contract initiation to contract close-out
  • The processes involved in managing contracts in a professional working environment
  • The customer’s and supplier’s perspective of the process
  • How to manage bids and proposals
  • Relationship management and its importance in achieving successful outcomes
  • Prioritisation skills in the commercial environment
  • Basics of cost analysis
After attending you will have confidence in managing relationships with suppliers, and the skills to manage costs and risk.
Who Should Attend?

This training programme is ideal for individuals involved in or supporting contracting who want to improve their commercial management skills; individuals in functions such as project management, who need practical training in commercial management; general audiences wanting to gain a basic understanding of commercial management.

Delegates will include:

  • Account managers
  • Bid managers
  • Relationship managers
  • Program / project managers
  • Functional and subject matter experts
  • Finance managers
  • Facilities managers

Copyright © 2014 Thomas Telford Ltd. All rights reserved. Registered company in England and Wales No. 2556636

Institution of Civil Engineers Thomas Telford

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