Enhancing Commercial Awareness with Chris Bevin and Project Fit Services

Written on the 20 August 2024

In today's competitive consulting landscape, enhancing commercial awareness is an indispensable skill for professionals aiming to drive client success and achieve business goals.

Project Fit Services recently delivered a specialised session on Commercial Fundamentals for the team at Raine & Associated, emphasising the importance of this competency.

Led by Chris Bevin, the session highlighted that consultants are always in the spotlight, and every interaction presents an opportunity for commercial success. By adopting a 'centre stage' approach, consultants can significantly influence outcomes and strengthen client relationships.

The Consultant’s Stage & Communicating Value

Chris emphasised the significance of every client interaction as a golden opportunity to underscore value.

A key focus was the ability to articulate technical expertise in a way that resonates with non-technical stakeholders, ensuring that the inherent value of services is understood across the board.

Enhancing commercial acumen not only fortifies client relationships but also helps uncover insights into clients' goals and strategies. Often, clients may not fully grasp their own commercial drivers, and it falls to the consultant to guide them toward clarity.

Understanding and defining project scope is crucial for consultants. This involves clear guidelines on expected deliverables, timelines, and success metrics, as well as clarity on contract terms and the process for managing variations. Setting client expectations and holding them accountable is vital to project success.

Recognising what falls outside the project's scope is essential to maintaining the value of consultancy expertise. Consultants should avoid performing extra tasks for free and reset client expectations to prevent ad hoc requests from becoming standard. Any additional work, like staff training, should be formally documented.

Managing variations in project requirements is another key area, necessitating agreed changes, including their impact on timelines and costs. Effective negotiation is integral to this process, guided by principles such as attentive listening, clear communication, aiming for mutual benefit, maintaining professionalism, and knowing when to walk away. Documenting negotiation outcomes is critical.

Comprehensive documentation serves as defence and proof, protecting consultants' interests. It records decisions, actions, and extra work to demonstrate value and justify additional costs. When documenting, it's important to consider aspects beyond the technical, such as safety, reporting, and training, ensuring all bases are covered.

Mastering commercial awareness and effectively communicating value are indispensable skills for consultants navigating the complex and competitive landscape. By leveraging tailored strategies to understand, articulate, and meet client needs, consultants can improve their practices, nurture stronger client relationships, and achieve commercial success. The insights shared in this article show how adopting a proactive 'centre stage' approach, understanding and managing project scope, and skilfully communicating value can truly transform consulting practices, ensuring both client satisfaction and professional growth.

At Project Fit Services, we specialise in providing tailored project management solutions that align with our clients’ strategic goals. Our expert team is dedicated to helping navigate complex challenges, enhance efficiency, and achieve measurable results. Contact us today to schedule a consultation and discover how we can partner with you to deliver success on every project.