Commercial Management
Comprehensive Commercial Management: Bridging Contract Expertise with Business Strategy for Optimal Growth and Efficiency.
Commercial Management Services
Protect profit and control risk across every contract and opportunity in your business.
Our commercial management services help UK businesses grow profitably by managing pricing, risk, governance and opportunities across their whole portfolio, not one contract at a time. We work with SMEs and large organisations in defence, health, construction and technology. For Fujitsu, we set up commercial policies and processes on a newly signed contract and introduced a revised contract model that saved £9 million. Book a consultation to discuss your commercial challenges.
What is commercial management?
The Institute of Commercial Management defines commercial management as "the identification and development of business opportunities and the profitable management of projects and contracts, from inception to completion".
In practice, commercial management is a strategy set at portfolio level. It focuses on winning the right business opportunities, keeping profit consistent and managing risk across all your business activities. It covers pricing strategy, financial performance, supplier and customer relationships, change control and commercial governance across the full contract lifecycle. Done well, it makes sure your contracts deliver the value you expected and that commercial risks are spotted and dealt with early.
Commercial management vs contract management
Commercial management looks at your organisation's wider commercial strategy, including market research, pricing and profitability. Contract management focuses on the lifecycle of individual contracts, making sure commitments are met and outcomes are as good as they can be.
The two work best together. Bringing project management into commercial management can also cut costs, improve compliance and raise the chance of project success. If you need hands-on support for a specific contract, see our contract management services.
What's included in our commercial management services
Our team gives you the insight, strategy and tools to strengthen your business portfolio. You can use the full service or pick the elements you need.
Opportunity identification and development
We help you spot emerging market opportunities before your competitors do, then put plans in place to turn them into profitable growth.
Profitability assurance
We provide joined-up financial management to protect your bottom line, backed by analysis that tracks profit across every activity. For contract-by-contract profit and loss work, see our contract financial management service.
Risk analysis and portfolio management
We identify business risks early and put practical measures in place to reduce them, so your growth stays stable.
Relationship and stakeholder management
We help you build strong relationships with key partners, suppliers and customers, which also strengthens your reputation and value proposition.
Strategic commercial guidance
We give you tailored advice on major business decisions, including mergers and acquisitions, with real-time insight to support informed decisions.
Transparent data analytics
We use data analytics tools to give you clear business insight. We keep metrics consistent, so you can use them to shape and steer your strategy. See also our spend analytics service.
Commercial governance and commercial management plans
We set up the policies, processes, approval routes and tools that keep commercial decisions consistent across your organisation. Where you need it, we write a commercial management plan setting out pricing principles, risk ownership, change control and reporting. On contracts with complex commitments, we link this to a contract obligations matrix.
Commercial models and transparent pricing
Where your contracts use open book or incentive-based arrangements, we design the commercial model and make sure it protects your margin. See open book contracting and open book pricing.
Programme delivery and outcomes
Good programme delivery is the foundation of business outcomes and real value. Our team makes sure projects are completed on time, within budget and to a high standard.
Our approach is built on collaboration, communication and stakeholder engagement. We work closely with you to understand your needs and shape solutions around them. Our programme delivery services cover:
- Programme set-up – governance, roles and controls in place from day one.
- Programme planning – scope, timeline, budget and resources agreed.
- Programme execution – delivery managed against plan, with issues and changes controlled.
- Programme closure – handover, lessons learned and benefits confirmed.
We use recognised programme management methods and tools so every part of the programme is properly managed. Our team has delivered programmes across sectors including construction, infrastructure and IT.
Not sure where your commercial gaps are? Book a consultation and we will scope it with you.
How we work
Our commercial management engagements follow five steps. Each step has a clear output.
- Understand your business and portfolio. We review your objectives, current contracts, pricing and commercial processes, and talk to the people who run them. Output: a commercial baseline.
- Find the gaps and opportunities. We identify where profit is leaking, where risk sits and which opportunities are worth pursuing. Output: a prioritised findings report.
- Design the commercial approach. We agree pricing principles, governance, risk ownership and reporting, and set them out in a commercial management plan. Output: commercial management plan and tools.
- Put it into practice. We work alongside your team to embed the policies, processes and tools, and lead key commercial activity where needed. Output: working processes and trained staff.
- Monitor and improve. We track profit, risk and performance against agreed metrics and adjust the plan as your business changes. Output: regular commercial performance reports.
Unlock your commercial potential
Doing well in business takes a clear view of opportunities and the ability to act on them. Contract management deals with the detail of contractual obligations. Commercial management takes a broader view, aiming for profit and growth across the whole business. Our services are designed to keep your business agile, responsive and profitable as your market changes.
Whether you are an SME or a multinational, our commercial management services give you a strategic advantage. With a focus on growth, profit and risk management, we guide you through every step of your commercial journey.
Proof: results from our commercial management work
£9m saved through a revised contract model for Fujitsu
Fujitsu needed to mobilise a newly signed contract, put effective commercial policies and processes in place, and resolve critical supplier issues. We mobilised the contract after signature, helped the delivery team build and embed commercial policies, processes and tools, and led supplier discussions on Break Fix Support. - Result: a revised contract model that achieved £9 million in savings. - Read the Fujitsu case study
£20m transformation programme commercial strategy for Yodel
Yodel needed a stronger commercial strategy to support a £20m transformation programme for handheld terminals. We developed and delivered the commercial strategy, led the RFP process, drafted the procurement terms and conditions and managed the procurement from end to end. - Result: cost-effective solutions delivered for the £20m programme, with strong stakeholder relationships maintained. - Read the Yodel case study
More commercial management results
- £2m in savings and better supplier management for Johnson Matthey, including a best-practice supplier performance framework.
- Over £500k in cyber security deals secured, with end-to-end commercial support from opportunity qualification to contract execution.
- £20m IoT procurement process led for BDR Thermea, with robust commercial management of vendor selection.
- £20m incentivisation model designed for Villicare, with profit-sharing built into the commercial model.
Our own framework credentials
We bid for public sector work ourselves, so we understand the commercial side from the inside. - G-Cloud 14 – Athena secures a place on G-Cloud 14 - DOS 7 (Digital Outcomes and Specialists), Lots 1 and 3 – Athena awarded a place on DOS 7
Sectors we support
Defence
Defence contracts often involve long-term, high-value commitments with complex pricing models, strict compliance rules and several layers of governance. Our team holds Security Check (SC) clearance and has direct experience managing the commercial side of defence programmes, from pricing strategy through to contract performance management and supplier discussions. We supported Unsung Ltd in securing a £3m defence cyber security contract.
NHS and health
Health contracts must show value for public money and meet strict standards on data protection, quality and accreditation. We help suppliers to NHS Trusts and health bodies set prices and governance that stand up to scrutiny, and we have secured NHS framework registrations for healthcare technology suppliers such as My Heart Care.
Construction
Construction projects bring their own commercial management challenges: complex pricing structures, contracts between many parties, change management and the need to balance cost certainty with flexibility in delivery. Financial management matched to the specific terms of each contract is essential during construction to control risk and take opportunities. We support construction businesses with open book pricing, incentive-based contracting and financial management across the contract lifecycle. We also supported a construction client in securing a place on the £1.5bn PB4 Public Buildings framework.
Technology
Technology contracts bring distinct commercial challenges, including complex licensing models, fast product change, integration dependencies and the balance between capital and operating spend. Our approach makes sure contract terms keep pace with technical change and that the commercial relationship supports your technology strategy rather than holding it back. Our technology procurement service covers the buying phase, while commercial management covers the lifecycle after award.
