Understanding the differences between the UK and Nordic contracting cultures

A country’s legal system, laws and rules of interpretation provide the framework for negotiations and ultimatelydefine the content and form of the contract document. However, language and contracting culture also play an important role in shaping the eventual contractual document. Having worked both worked for a UK owned company operating in Norway, Rhian and I […]

What is a commercial manager?

The role of a commercial manager is often difficult to define and describe, as the nature of the role and where it sits in an organisation will depend on the size and maturity of each organisation. In terms of competence, a commercial manager will usually have either finance or legal background but may also be […]

What is commercial contracting? – Part 2: Understanding the Market

The second key factor which will shape contractual negotiations is the nature of the market and market conditions into which the product or service is to be sold. The strength of the businesses’ position in the market as well in the strength of the customer’s position in that market will also define the room for […]

What is commercial contracting? – Part 1: Understanding the Product

Commercial contracting means understanding a contract in the whole of its commercial context. A contract document can be perfectly drafted from a legal perspective but if it bears no reflection to the overall commercial deal or actual relationship between the parties, then it may have consequences for the business. Commercial contracting is the process of […]

Considerations when drafting a Proposal or Bid

Some thoughts on increasing the probability of bid success… Successful bidders are those who understand the context behind what is asked for in the proposal, they are able to understand the customer and identify their ‘hot buttons’ – these are the customer’s issues (strategic, operational or financial concerns) and motivators (what is prompting the customer […]

What and who is the Commercial Toolkit? Our aims and values

The Commercial Toolkit was formed by Emma Blake and Rhian Thomas – two Commercial and Contract Management specialists who met whilst working for a global, FTSE100 company before becoming independent consultants. Based in Norway (Emma) and Wales (Rhian), the Commercial Toolkit brings both together to offer a comprehensive portfolio of Commercial and Contract Management support […]