11 – 13 November l 9 – 11 Desember 2014 |

Hotel Golden Flower Bandung


Commercial management is a term used to describe the non-technical business disciplines within a company or organization, particularly the administration of revenue and expenses to generate a financial return. Commercial management within an organization is applied at both policy and transactional levels. Commercial policies relate to the rules or practices that define how business will be conducted and the standard terms under which external relationships will be formed and governed. Many of these policies are reflected in the terms of any contract in which the organization engages. At a transactional level, commercial management is applied through the oversight of trading relationships to ensure their compliance with business goals or policies and to understand or manage the financial and risk implications of any variations.

Therefore this training gives participants an understanding so as be able enhancing an individual’s skill set. able to formulate and skilled in contract and commercial, implement and manage appropriate contracting and procurement policy, strategies and tactics most effectively for their organization under conditions of uncertainty and rapid change.



  • Participants can understand and ensure healthy financial returns in the company
  • The identification and developing of business opportunities
  • Understand contract as a mechanism through which these returns are enabled and safeguarded.
  • Understanding to explore concepts, principles, processes and techniques of innovative commercial and contract management practice.


Course Content

  • The concepts of contract and commercial management
  • Difference between commercial management and contract management
  • Commercial awareness
  • Commercial leadership
  • Market drive strategy and innovation
  • Manage relationships
  • Influence others
  • Analysis and manage risk
  • Financial Decisions
  • Commercial and contracting strategies
  • Commercial and Contracting tactics
  • Problem solving and manage conflict
  • Law and ethics in international contracting
  • Important clauses in contract documents
  • Purpose and importance of important clauses in contract
  • Meaning and implications of some commonly used legal terms in correspondences and in contract
  • Awareness of the implied and explicit terms of the contract
  • The risks and benefits of oral agreements
  • Notice and communications obligations
  • Actual Authority vs Apparent Authority
  • Resolving conflicting or ambiguous contract terms
  • How to develop, monitor and execute contracting plan
  • Contract Structure & Documentation:
  • Scope of the contract
  • Payment Terms
  • Schedule / Delivery / Incoterm 2010
  • Acceptance criteria
  • Change Orders / Variations
  • Overall contract limitation
  • Liquidated damages vs penalties
  • Mutual waiver of consequential damages
  • Performance bonds and security (retention period, letter of credit, surety bonds)
  • Warranties and Guarantees
  • Contract claims and dispute resolution by litigation / arbitration
  • Force majeure
  • Violations of law (protecting ourselves from bribery, corruption and illegal act)
  • Contract termination



Faizal Kurniawan, S.H., M.H., L.LM.


Presentation, Discussion, Case Study, Evaluation




Contract and Commercial Managers, Commercial Director, chief operating officer, Lawyers, Product Manager, sales specialist and business manager and the people who deals with marketing, contracting, finance and negotiations and other.



Certificate, Training Module (Hard and Soft copy (USB Flash Disk), Stationeries: NoteBook and Ballpoint, Souvenir (Jacket or waistcoat or T-Shirt), Bag or backpackers,  Training Photo, Training room with full AC facilities and multimedia, Once lunch and twice coffeebreak every day of training, Qualified instructor,




Jl.Anggun Utara Blok P-25, Graha Estetika

Pedalangan, Banyumanik – Semarang

Phone : 024-70196308

Email  :


In House Training: Depend on request

Yopi : 085 225 899 555

Pin BB: 76877A7D

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