As a function Commercial/Contracts is the only one with a complete picture of the business; yet early engagement in developing the value proposition for opportunities teds to be the preserve of the Business Development and Marketing (BD&M) function. Following functional audits of his function Ian found that the Commercial/Contracts function’s involvement came too late in the proposal cycle to have an influence on the “art of the deal” leaving the functional involvement to a narrow focus on making the Ts&Cs compliant.

Over the last few years the win rate was declining. Research showed that the BD&M function, incentivised by identifying and bidding for opportunities was setting unrealistic expectations within the business and failing to identify robust commercial strategies. Advancing the Commercial/Contracts function’s involvement in developing the value proposition requires a level of maturity in the function. In this webinar our expert, Ian Wakeling, will outline the bid/contract lifecycle and offers a method of development for individuals that defines people that BD&M would want on their teams.

Our Expert:

Ian Wakeling, UK Commercial and Trade Compliance Director, Lockheed Martin UK

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