T16

Commercial and Business Development

Commercial and Business Development: 6 courses and 28 lessons on ATMA. Every lesson is free to read, with an Excel template for each course.

T16-C01 Enquiry to Quotation

1. Reading a buyer's enquiry and working out what it actually asks for
2. Building a costed quotation from an enquiry's own specification
3. Setting a quotation's own validity, MOQ and lead time terms
4. Presenting a quotation and answering a buyer's first questions on it
5. Building a complete enquiry-to-quotation tracking sheet

T16-C02 Contracts, Terms and Liability

1. What a sales contract actually commits a factory to on an export order
2. Reading and negotiating a buyer's own standard terms and conditions before signing
3. Liability and penalty clauses a factory should recognize before signing a domestic order
4. When a verbal or email agreement is, and is not, binding on a hybrid order
5. Building a complete contract-review checklist for a domestic hybrid account

T16-C03 Account Management and Customer Relationships

1. What account management means for a factory beyond taking orders
2. Building a regular cadence of contact with a buyer's own team
3. Handling a buyer's complaint without losing the relationship
4. Growing an existing account's own order volume and product mix
5. Building a complete account management tracker

T16-C04 Order Profitability and Business P&L

1. What actually determines whether a confirmed order is profitable
2. Building a single order's own profit and loss statement
3. Allocating overhead and indirect costs across multiple orders
4. Reading a factory's own monthly business profit and loss statement
5. Building a complete order and business P&L sheet

T16-C05 Selling Capability and Winning Business

1. What a buyer is actually evaluating when it chooses a new factory
2. Building a factory's own capability presentation for a new domestic buyer
3. Handling a price objection raised through an export agent without cutting into profit
4. Building a complete new-business pitch worksheet for a domestic trial order

T16-C06 Portfolio Risk and Competitive Positioning

1. Why depending on one buyer or one market is a real business risk
2. Mapping a factory's own customer and market concentration
3. Positioning a factory against its own real competitors
4. Building a complete portfolio risk and positioning decision tool

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