Are You a Used Car Salesperson or a Commercial Manager?

Posted on Dec 30th, 2024

When it comes to managing business engagements, the mindset of a used car salesperson is very different from that of a seasoned commercial manager. This distinction goes beyond mere stereotypes—it gets to the heart of how long-term value is created and maintained in professional relationships.

The Used Car Salesperson Mindset

Imagine a used car salesperson. Their goal is clear: close the deal. Once the sale is complete, they move on to the next prospect, leaving the finer ownership points to someone else. This approach is often transactional, focusing on short-term wins rather than the customer's ongoing needs or the agreement's evolving dynamics.

While a transactional approach is inherently good in the proper context, it doesn’t address the complexities of managing a contract or fostering enduring partnerships. In the business world, where agreements evolve, and circumstances change, this mindset can lead to missed opportunities for improvement and value creation.

The Commercial Manager’s Mindset

Now, contrast this with the mindset of a commercial manager. For a commercial manager, the journey begins after the ink dries on the contract. They are stewards of the agreement, ensuring it delivers maximum value over its lifespan. This requires continuous engagement, adaptability, and a strategic approach to managing change.

One hallmark of a skilled commercial manager is their ability to record and revisit the "missed opportunities" from initial negotiations. No deal is perfect, and there are always elements that couldn’t be secured upfront. A good commercial manager doesn’t just let these elements fade into obscurity; they document them meticulously in a Change Request log.

Leveraging the Change Request Log

The Change Request log is a commercial manager’s secret weapon. It serves as a running list of:

• Unachieved objectives: Items you aimed to secure during initial negotiations but couldn’t.

• Future opportunities: Adjustments or enhancements that could improve the contract’s value or alignment with organisational goals.

• Negotiation leverage: Points that can be reintroduced during discussions of change control.

Change is inevitable in any business relationship. By maintaining a detailed and proactive Change Request log, commercial managers position themselves to revisit these missed opportunities at every touchpoint. This isn’t about being opportunistic; it’s about being strategic and ensuring that the contract continues to evolve in a way that benefits all parties.

Why This Matters

In today’s dynamic business environment, contracts are not static documents. They are living frameworks that must adapt to changing circumstances, new priorities, and unforeseen challenges. The role of the commercial manager is to navigate this complexity with foresight and precision.

Unlike the used car salesperson, who moves on after the deal, a commercial manager stays in the game. They build trust, foster collaboration, and create long-term value. Tools like the Change Request log ensure that no opportunity—no matter how small—is ever truly lost.

Final Thoughts

So, which mindset do you embody in your professional role? Are you focused solely on closing deals, or are you committed to managing relationships and contracts to their fullest potential? The difference could define your success and the success of the partnerships you oversee.

If you aspire to be an actual commercial manager, keep a Change Request log today. It may become the most valuable tool in your arsenal for turning missed opportunities into lasting achievements.