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Commercial Management of Projects: Defining the Discipline

David Lowe (Editor), Roine Leiringer (Editor)
ISBN: 978-1-4051-2450-8
480 pages
May 2006, Wiley-Blackwell
Commercial Management of Projects: Defining the Discipline (1405124504) cover image


This is the first book to establish a theoretical framework for commercial management. It argues that managing the contractual and commercial issues of projects – from project inception to completion – is vital in linking operations at the project level and the multiple projects (portfolios/ programmes) level to the corporate core of a company.

The book focuses on commercial management within the context of project oriented organisations, for example: aerospace, construction, IT, pharmaceutical and telecommunications – in the private and public sectors. By bringing together contributions from leading researchers and practitioners in commercial management, it presents the state-of-the-art in commercial management covering both current research and best practice.

Commercial Management of Projects: defining the discipline covers the external milieu (competition, culture, procurement systems); the corporate milieu (corporate governance, strategy, marketing, trust, outsourcing); the projects milieu (management of uncertainty, conflict management and dispute resolution, performance measurement, value management); and the project milieu (project governance, contract management, bidding, purchasing, logistics and supply, cost value reconciliation).

Collectively the chapters constitute a step towards the creation of a body of knowledge and a research agenda for commercial management.

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Table of Contents




1. Commercial Management – Defining a Discipline (David Lowe and Roine Leiringer).


Introduction to Part 1 (David Lowe and Roine Leiringer).

2. Competition (Headley Smyth).

3. Culture (Richard Fellows).

4. Procurement in the Context of Commercial Management (David Langford and Mike Murray).


Introduction to Part 2 (David Lowe and Roine Leiringer).

5. Corporate Governance and Shareholder Value (Marc Goergen and Luc Renneboog).

6. Strategies for Solutions (Andrew Davies and Michael Hobday).

7. The Effectiveness of Marketing Spend (Christopher Preece, Kristen Moodley and Michael Brown).

8. Trust and Commercial Managers: Influences and Impacts (Will Swan, Peter McDermott and Malik Khalfan).

9. Outsourcing (Jan Bröchner).


Introduction to Part 3 (David Lowe and Roine Leiringer).

10. Management of Uncertainty (Kalle Kähkönen).

11. Conflict Management and Dispute Resolution (Peter Fenn).

12. Performance Measurement (Malcolm Horner).

13. Value Management of Complex Projects (John Kelly).


Introduction to Part 4 (David Lowe and Roine Leiringer).

14. The Governance of Project Coalitions - Towards a Research Agenda (Graham M. Winch).

15. Contract Management (Will Hughes).

16. Bidding (David Lowe and Martin Skitmore).

17. Strategic Purchasing and Supply Chain Management in the Project Environment - Theory and Practice (Andrew Cox and Paul Ireland).

18. Signals from site - Embodied Logic and Management Accounting on Construction Projects (Andrew Ross and David Hugill).

19. Afterword - Identifying and Defining a New Inter-Disciplinary Research Agenda for Commercial Management (David Lowe).


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Author Information

Dr David Lowe is Senior Lecturer in Commercial Project Management and leads the Management of Projects Research Group in the School of Mechanical, Aerospace and Civil Engineering at the University of Manchester. He is Programme Director for the highly successful MSc in the Management of Projects, and joint programme director for a distance-learning MSc in Commercial Management, a bespoke programme for a consortium of blue-chip companies.

Dr Roine Leiringer is Research Fellow at the School of Construction Management and Engineering, The University of Reading.

Professor Jan Bröchner
Michael Brown
Professor Andrew Cox
Dr Andrew Davies
Dr Richard Fellows
Dr Peter Fenn
Professor Marc Georgen
Professor Michael Hobday
Professor Malcolm Horner
Dr Will Hughes
Dr David Hugill
Dr Paul Ireland
Dr Kalle Kähkönen
Professor John Kelly
Dr Malik Khalfan
Professor David Langford
Dr Roine Leiringer
Dr David Lowe
Dr Peter McDermott
Krisen Moodley
Dr Mike Murray
Dr Christopher Preece
Dr Luc Renneboog
Dr Andrew Ross
Professor Martin Skitmore
Dr Hedley Smyth
Dr Will Swan
Professor Graham M Winch

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The Wiley Advantage

  • presents current state of knowledge on commercial management
  • brings together contributions from leading academics in the field
  • includes examples and illustrations from a variety of industries , both public and private
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"A well structured book, and the first of its kind in the discipline of commercial management. I found the usage of multiple contributors very refreshing as they were chosen for their expertise in certain fields."

Building Engineer

'A very valuable read. I can recommend the book for everyone interested in getting a current view of the discipline of commercial management' CME Jan 2007

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