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Overview of Sales Process and Commercial Management

Discuss about the Commercial Project Negotiation for Review Agreements.

Contracts need to be negotiated in order to utilize the minimum inputs as well as identifying and developing new business opportunities.  In the process of negotiation, the concerned parties must have an overview of the whole sales process and manage the commercial teams as well as implement the wider sale plans. The best possible deal is focused at the beginning from the inception of the project to completion. The business needs of the customers, potential risks and the appropriate products and services must be analyzed (Watson,2012,p.47). There is the need to research on the market, analyze the sales information, and provide the reports pertaining the finances to be utilized and assess and identify opportunities for the business. Additionally, the managers need to advise, negotiate, review agreements made commercially and make changes that will optimize the potential revenue. Despite the fact that devise projects are difficult to manage and operate, intensive research and focus on such projects ensure that results are achieved at the end (Uher & Davenport, 2009, nop). In the paper, the analysis of the operation of the project either by the government or non-governmental organizations will be covered as well as other critical areas of project negotiation.

In operation of diverse contracts, it is a requirement that contractors need to submit their plan within three months (90 days) (Wysocki,2009,p.7).  In such plans, innovative strategies are given in order to increase the opportunities for fully utilizing the talents and capabilities of a diverse workforce are needed to aid the task as well. This also helps in improving the talents of the individuals in the society and improving their standards of living. The project needs to be tailored following the unique scenarios of the individual’s contracts. The environment needs to be created in a conducive way in order to give the contractors the opportunities to exercise their skills fully so as to make the operation successful. In regarding the aspect of contactor’s workforce, there is need to provide equal employment opportunities with a view to establishing and implementing results-oriented plans. This equal supply of job opportunities helps in maintaining improving people’s standard of living in the same way in every corner of the world. The employees need to be educated appropriately on the way to go about the plans drawn. The community needs to involve as well in an order to initiate a good relationship making it possible for the contractors to work effectively without opposition therefore immensely contributing towards the success of the projects (Tren et.al, 2009,p.13). In the contract, due to the diversity and complexity it has, there is a need for subcontracts to be made in order to deal with particular parts of the project in sections put together to make the project a complete at the end of the exercise. This also will make more people to be employed from different places to maintain their standards of living. The integration of technology into the exercise needs as well to be made in order to monitor the success of the operation of the contracts (Sanghera, 2008, nop).

Importance of Research and Financial Analysis

In the process of negotiation, two or more parties aimed at reaching an agreement. For the project negotiation to be successfully attained, the element of planning with the view of gathering information that helps in setting the right goals is considered. Those who are planning also they should consult those people with better understanding to avoid making unnecessary mistakes which may lead to failures. The organizers of the projects are then given time to discuss various aspects of the project. They then propose, bargain and agree on the way to conduct the project. The bargaining will help in reducing the costs of that project and they are used in a better way or they are used in another project. The reviewing of the project is as well done in order to capture the analysis of the possible outcomes of the project (Sollish & Semanik,2012,p.22).

 Considering the aspect of managing the conflicts, the methods ensure that the negative elements of conflicts are limited while at the same time promoting the positive effects of a conflict. Such methods ensure that conflict management is enhanced making it possible for organizations to work effectively. When resolving conflict whose parties come from different cultures, special considerations need to be paid particularly prioritizing effective communication approaches (Smith et.al.,2014, p.463).

Stakeholder engagement relies strictly on the decision of the client in order to balance the likely costs and the benefits of the various methods. This is to avoid making mistakes which will make the client go away without coming back hence some profits are lost. Methods such as invitation letters that are useful at the early stages of consultation providing information and disseminating the instructions that need to be followed are used. This invitation also helps to advertise the company to different places thus the new clients are attracted to bring more profits to the company. Consequently, questionnaires and surveys are crucial in obtaining basic information that can easily be analyzed. They should be able to reach a large number of people to provide a variety of information. There is need to structure the questions in order to avoid the element of using the leading questions. Other crucial ways of engaging the stakeholders entail utilization of roundtable discussions, workshops, advisory committee, focus groups, forums, public meetings and use of full range of the media. This also makes the stakeholders to be attracted and they may bring more clients to the company (Sieke, 2008, p.17).

Managing Contracts for Diverse Workforce and Communities

The element of inconsistency is acknowledged to exist when two goals exist such that satisfying one goal could result in some situation negating the other goal. The situations result in confusion of the ideas thus making false promises to the clients (Schiavo-Campo & McFerson, 2008, p.11). There is, therefore, no way that can make it possible to satisfy all goals in a group. In identifying and resolution of inconsistency, the following methods are key:

It attempts to understand the relationships that exist between the requirements and utilizes such relationships to identify vital elements in the system. In order for the method to succeed there is the need to form groups with similar requirement concepts, select the effect concepts with the general requirement. These groups should have people with right intentions to the business. These groups may also help in understanding the areas which the people were not able to understand before. The process is repeated until groupings have no more meaning leaving a requirement that is general for the system (root requirement) hence it becomes more successful.  It is then followed by a pair of comparison with the view of identifying any conflict that may occur in those formed groups to avoid falling instead of succeeding the business  (Saxena,2008, nop).

In regarding this element, consistencies rules are used in ensuring that multiple of a system are compared. These rules also help in maintaining the discipline in all individuals in each area to avoid mistakes which are done either knowingly or unknowingly. The effectiveness of the rules used determines profoundly on the success of the viewpoint approach. If richer inconsistency rules are used, the element of inconstancy is detected at ease (Sjödin, 2013, p.235). The method not only identifies the problem of inconsistency but also provides alternative resolution to the problem. It is therefore clear that the quality of inconstancy detection is greatly determined by the inconsistency rules efficiency used. These rules everybody is informed therefore any mistaken done is punishable in any way. The tree of perspectives of information is clearly evidenced in the viewpoint approach with the aim of building the subject of the information to be evidence. Viewpoint ensures that all conflicts are identified and variety of solutions explored then followed by giving a resolution to the conflict (Ray,2011,p.12).

Delays and disruption of projects result in a delivery delay of the project. This occurs because of many reasons such as the lack of committed workers, lack of finances, and lack of enough material for the project among many others. The delays bring about unnecessary costs which do not favor the business thus they should be avoided at a high rate. In attempts to avoid the delay in delivery of the project, therefore, avoiding penalties, side effects occur mostly in the attempts to control the situation which further causes a more disruption to occur. The disruptions cause further delays of the project. The situation forces for the additional managerial actions to be put in place. The positive feedback loop is usually created such that the delay and disruption feedbacks on themselves result to further delays and disruption. Due to the dynamics behaviors that emanate from the vicious cycles, it is difficult to evaluate the cost involved (Brandmeier & Rupp, 2010,p.6).

Methods for Resolving Inconsistencies

The tools and techniques of managing the projects need to be evaluated in order to make the project be of great success. They are important in ensuring that managers of the project are able to successfully and timely deliver the project. When evaluating the project with the view to ensuring that it succeeds, the element of the timeframe of the project is given the priority (Blazey,2009,p.10). After enough time has been allocated to the project, it is important to regard the element of budgeting as well. This enough time allows all the projects to be accomplished well without any hurry and also those projects are done in the best way. It is also crucial in ensuring that tasks that are parallel and sequential are identified and estimated in terms of the budget and the timeframe (Bernardin &Russell, 2009, p.700).

Conclusion

It is clear that projects need to be negotiated in order to ensure that they are done appropriately and timely with the use of minimum resources in order in order to realize profits at the end. Disruption of the project has a negative implication towards timely delivering of the project, additional of the managerial actions that are usually involving and expensive. It also attracts penalties, therefore, impacting both the owners of the project and the contractors negatively.   Root requirement analysis and viewpoint are the two common methods utilized in detecting the element of inconsistency in projects. Viewpoint not only detects the problem of inconsistency but also provides a solution to the problem. In order to effectively operate a diverse contract, timely planning is crucial, followed the unity and commitment of the employees and the management. The environment and the surrounding community play a crucial role in the success of diverse project contracts.

References

Bernardin and Russell (2009). Human Resource Management: An Experimental  Approach, Academy of Management Journal, 38 (5), 673-703.

Blazey, M.L. (2009). Insights to Performance Excellence, 2009-2010: an inside look at the  2009-2010 Baldrige Award criteria. Milwaukee: ASQ Quality Press. 

Brandmeier, R.A. & Rupp, F. (2010). Benchmarking procurement functions: causes for superior performance. Benchmarking: An International Journal, 17 (1), 5-26

Ray, R. (2011). Enterprise Resource Planning. New Delhi: Tata McGraw Hill Education. Rönnberg Sjödin, D. (2013). A lifecycle perspective on buyer?supplier collaboration in process development projects. Journal of Manufacturing Technology Management, 24 (2), 235-Saxena, A. (2008). Enterprise contract management a practical guide to successfully implementing an ECM solution . Ft. Lauderdale, Fla: J. Ross Pub.

Schiavo-Campo, S. & McFerson, H.M. (2008). Public Management in Global Perspective. New  York, NY: M.E. Sharpe. 

Sieke, M. (2008). Supply chain contract management a performance analysis of efficient supplychain contracts. Verl. Koln Kolner Wiss.

Smith J., Peter, L.E.D., Damien, O. & Peter, R.D.  (2014). Procurement of public sector facilities: Views of early contractor involvement. Facilities, 32 (9/10), 460-471.

Sollish, F. & Semanik, J. (2012). The Procurement and Supply Manager's Desk Reference Hoboken, N.J.: Wiley.

Sanghera, P. (2008 ). Fundamentals of effective program management: a process approach basedon the global standard. Ft. Lauderdale, Fl. J. Ross Pub.

Tren, R., Hess, K. & Bate, R. (2009). Drug procurement, the Global Fund, and misguided competition policies. Malaria Journal, 8 (1), 305

Uher, T. & Davenport, P. (2009). Fundamentals of building contract management. Sydney: UNSW Press.

Watson, G. (2012): Lessons for Procurement and Contract Management Practice in the  Public Sector: Evidence from a Quantitative Study. MPRA, 47

Wysocki, R.K. (2009). Effective Project Management: Traditional, Agile, Extreme. Indianapolis, Ind. Wiley.

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