What are the common challenges and pitfalls of commercial review and how to avoid them?

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Commercial review is a vital process for ensuring that your contracts, proposals, and bids are aligned with your business objectives, compliant with legal and ethical standards, and competitive in the market. However, commercial review can also pose many challenges and pitfalls that can compromise the quality, efficiency, and outcome of your work. In this article, we will discuss some of the common issues that can arise during commercial review and how to avoid them.

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Alireza Goudarzi

Commercial Executive | Logistics manager | Export & Import ?
Erica Almeida

CEO da Tiino Festas || Presenteie alguém HOJE!
Reghu Achikulathu MSc, MCIOB, MIIQS , NCMA, MRICS-APC Candidate

Manager Quantity Surveyor/Commercial Manager @ Shapoorji Pallonji Group | MSc, Quantity Surveying, Commercial Management

1 Lack of clarity and consistency

One of the main challenges of commercial review is to make sure that your documents are unambiguous, consistent, and comprehensible. If the information is inconclusive, contradictory, or incomplete, it can lead to confusion, disputes, and errors that can harm your reputation, relationships, and revenue. To prevent this from happening, you should define and adhere to clear guidelines and templates for your documents. Additionally, use plain language while avoiding jargon and acronyms. Don’t forget to check for spelling, grammar, and formatting errors. Furthermore, cross-check and verify all data, facts, and figures. And make sure that your documents are in line with your scope, objectives, and strategy.

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Alireza Goudarzi

Commercial Executive | Logistics manager | Export & Import ?
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Common challenges and pitfalls in commercial review include: -Inadequate data analysis and interpretation -Overlooking market trends and shifts -Failing to understand customer needs and feedback -Poor resource allocation and budget management -Ineffective communication and collaboration within teams To avoid these in commercial management, it's crucial to: -Emphasize thorough data analysis and interpretation -Stay updated with market trends and adapt strategies accordingly -Prioritize customer feedback and needs -Implement efficient resource allocation and budget management -Foster clear communication and strong teamwork within the commercial department.

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Reghu Achikulathu MSc, MCIOB, MIIQS , NCMA, MRICS-APC Candidate

Manager Quantity Surveyor/Commercial Manager @ Shapoorji Pallonji Group | MSc, Quantity Surveying, Commercial Management
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Inconsistent documentation and unclear expectations lead to misinterpretations. To avoid this, establish clear standards for review processes and maintain consistent documentation practices across teams.

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Ewerson Junior

Coordenador de Planejamento Comercial | Consultor de Estratégia de Vendas e Desenvolvimento de Novos Negócios
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Toda mudan?a gera uma dor, ainda mais na área comercial, que tem sempre grandes desafios para alcan?ar no dia a dia. Para qualquer mudan?a é necessário ter um alinhamento com as lideran?as comerciais e que todos estejam de acordo.

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2 Poor communication and collaboration

Another challenge of commercial review is to ensure effective communication and collaboration among all the stakeholders involved. To avoid delays, misunderstandings, and conflicts that can affect the quality and timeliness of your work, it’s essential to identify and engage all relevant parties, such as clients, suppliers, partners, and internal teams. Establishing and communicating clear roles, responsibilities, and expectations is also important. Additionally, using appropriate tools and platforms to share and update information can help facilitate communication. Seeking and providing regular feedback and input is also key in this process, as well as resolving any issues or disagreements promptly and professionally.

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Erica Almeida

CEO da Tiino Festas || Presenteie alguém HOJE!
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Comunica??o é vital em qualquer nicho, setor ou atividade e na gest?o comercial n?o poderia ser diferente. Aqui ela é a espinha dorsal do sucesso, alinhando equipes, clientes e stakeholders para promover eficiência e alcan?ar metas estratégicas com clareza.

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Ewerson Junior

Coordenador de Planejamento Comercial | Consultor de Estratégia de Vendas e Desenvolvimento de Novos Negócios
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Assim que a mudan?a for alinhada com a lideran?a as mesmas precisam descer com essas informa??es para todo seu time e explicar os motivos pelos quais foram feitas essas mudan?as.

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3 Insufficient knowledge and skills

A third challenge of commercial review is to ensure that you possess the necessary knowledge and skills to conduct a thorough and accurate review. A lack of knowledge or skills can lead to gaps, errors, and risks that can expose you to legal, financial, or operational liabilities. To avoid this, you should assess and update your knowledge on relevant topics such as contract law, negotiation, pricing, risk management, and market trends. Additionally, it is important to seek expert advice and guidance when needed and use reliable sources for your information. Additionally, applying best practices and standards for commercial review and learning from experiences and feedback can help you successfully complete a review.

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Reghu Achikulathu MSc, MCIOB, MIIQS , NCMA, MRICS-APC Candidate

Manager Quantity Surveyor/Commercial Manager @ Shapoorji Pallonji Group | MSc, Quantity Surveying, Commercial Management
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The auditors or commercial team may lack expertise in financial analysis, contract law, procurement processes, or industry-specific standards. This can result in incomplete audits, misinterpretation of data, or failure to identify key risks.

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Ewerson Junior

Coordenador de Planejamento Comercial | Consultor de Estratégia de Vendas e Desenvolvimento de Novos Negócios
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é preciso que a pessoa que esteja conduzindo essas mudan?as tenha boas habilidade de negocia??o e gest?o de conflitos. Além disso, precisa ter muito jogo de cintura por conta de todos os questionamentos que lhe ser?o feitos.

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4 Unrealistic expectations and deadlines

A fourth challenge of commercial review is to ensure that you can meet the expectations and deadlines of your clients, partners, and managers. Unrealistic expectations and deadlines can be a source of stress, pressure, and compromise that can negatively impact the quality and outcome of your work. To prevent this, it is important to set realistic goals and milestones, plan and prioritize tasks and resources, monitor progress and performance, manage any issues or changes that could affect your schedule, and negotiate any extensions or revisions.

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Ewerson Junior

Coordenador de Planejamento Comercial | Consultor de Estratégia de Vendas e Desenvolvimento de Novos Negócios
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Prazo é um tópico muito importante em qualquer mudan?a, pois com ele podemos calibrar as a??es e velocidade do progresso que será feito.

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5 Lack of review and improvement

A final challenge of commercial review is to ensure that you review and improve your work continuously. Without proper review and improvement, you may fall behind, leading to stagnation, complacency, and missed opportunities. To prevent this, it’s important to conduct regular and systematic audits and evaluations of your documents and processes. Additionally, identify and measure your strengths, weaknesses, opportunities, and threats. Implement and monitor any actions or changes to improve your work, as well as seek feedback from clients, partners, and peers. Finally, compare your work with industry standards and best practices to benchmark your progress.

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Ewerson Junior

Coordenador de Planejamento Comercial | Consultor de Estratégia de Vendas e Desenvolvimento de Novos Negócios
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A necessidade de revis?o precisa ser feita com no mínimo 3 meses, para que dê tempo de levantar todos os acertos e erros de cada uma das a??es de mudan?as gerados.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the common challenges and pitfalls of commercial review and how to avoid them?

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1 Lack of clarity and consistency

2 Poor communication and collaboration

3 Insufficient knowledge and skills

4 Unrealistic expectations and deadlines

5 Lack of review and improvement

6 Here’s what else to consider

Commercial Management

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