Income Generation for Commercial Practitioners - IGCOM

Business Skills College
1.5 days non-residential.
Multiple locations

More information

Key information



Planned dates

Please contact us for information
on planned dates for this course.


About this course

As a precautionary measure, the Defence Academy has postponed this course in light of COVID-19.  Please continue to check this page for rescheduled course dates.

A practitioner workshop aimed at commercial officers, who will be undertaking sales contracting, with a focus on developing strategic and contractual obligations in order to generate income. This course is mandatory for those requiring a commercial delegation for sales.

What you will learn

By the end of the workshop you will have an understanding of the following:
  • key commercial differences between sales and procurement
  • key stages to developing a proposal and a commercial strategy for a sales contract
  • how to identify and evaluate key conditions when compiling a contract 
  • how to construct an appropriate risk and reward package for a sales contract when committing the Authority
  • management of a sales contract

How will this course help my career?

This is a key development course designed to support business needs. 

Before you attend

  • Recommended pre-reading will be provided 1 week prior to the course.
  • You will ideally have completed your Introduction to Commercial course (currently 3 days) or earlier equivalents

Can I attend this course?

This course is suitable for the following type(s) of applicant.
  • MOD Civil Servants

How will I learn?


Course elements


How will you be assessed?

You will not be formally assessed, however you will receive a certificate of attendance upon completion.

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