As a Quantity Surveyor, you are vital in managing costs, contracts, and financial aspects of construction projects. But what if you aspire to move beyond this role and step up to become a Commercial Manager? This career progression requires developing technical expertise, leadership skills, and commercial insight.

For Quantity Surveyors looking to make that leap, I have compiled tips on progressing to Senior QS and Managing QS roles as stepping stones toward becoming a Commercial Manager.

Understand the Role of a Commercial Manager

Before embarking on your career progression journey, it’s crucial to fully understand what a Commercial Manager does. Unlike a QS, a Commercial Manager oversees the financial and contractual side of multiple projects or an entire business unit. Their role includes cost management, contract negotiations, risk management, strategic decision-making, and stakeholder engagement at a much higher level. They are responsible for developing and implementing strategic plans to expand the business and increase revenue.

By familiarising yourself with these responsibilities of Commercial Management, you can assess your current skill set and identify areas where you need to improve or develop new competencies.

Transitioning from Quantity Surveyor to Senior Quantity Surveyor

Before moving directly into a Commercial Manager role, it is advantageous to aim for a Senior QS or Managing QS role first. This exposure will greatly benefit your Commercial Management abilities. The following can help you prepare for this next level of quantity surveying:

• Broadening Your Technical Expertise: To move up to a Senior QS position, expand your knowledge beyond cost management. Dive deeper into areas like procurement, construction law, and risk assessment. Understanding complex contracts such as JCT, NEC, or FIDIC and developing claims management skills are essential.

• Taking on Leadership Responsibilities: Senior QS roles often involve managing and mentoring junior QS team members and overseeing their work. Learning how to mentor and guide less experienced colleagues will not only develop your leadership skills but also demonstrate your ability to manage teams effectively.

• Gaining Exposure to High-Value Projects: Seek opportunities to work on larger projects or those with more complex commercial challenges. Handling such projects will provide you with a deeper understanding of commercial strategies and decision-making processes, crucial for a future Commercial Manager.

Growing as a Senior or Managing Quantity Surveyor

Focusing on the following areas will position you in good standing when it comes to negotiating that Commercial Management role.

Key Leadership and Management Skills

To succeed as a Commercial Manager, you will need to be a strong leader capable of managing both teams and stakeholders. As a SQS or MQS Here’s how to develop these skills:

• Cultivate Leadership Abilities: Begin by enhancing your leadership skills in your current role. Take charge of meetings, lead project teams, and involve yourself in decision-making processes. Focus on enhancing qualities such as problem-solving, conflict resolution, and strategic thinking.

• Increase Your Communication Skills: Effective communication is crucial for a Commercial Manager. As you move into more senior QS roles, work on articulating complex information clearly, both in writing and verbally. Practice negotiating with subcontractors and suppliers, and managing client expectations. Strong negotiation skills will help you handle disputes and foster strong client relationships in a Commercial Manager role.

Build Your Commercial Acumen

A key difference between a QS and a Commercial Manager is the level of commercial acumen required. To demonstrate that you are ready for the next step:

• Understand the Bigger Picture: Develop a broader understanding of the business and industry. Learn about market trends, competitor activities, and economic factors that can impact project costs and profits. This will help you align project goals with the company’s financial objectives.

• Think Strategically: Focus on adding value to projects beyond cost control. Look for ways to improve efficiency, reduce risks, and drive additional revenue. Commercial Managers are expected to think strategically and anticipate potential challenges before they arise.

Gain Relevant Experience and Take on Commercial Management Tasks

Practical experience is invaluable when aiming to transition to a Commercial Manager role. Seek opportunities to gain hands-on experience with commercial management tasks:

• Shadow a Commercial Manager: If possible, shadow a Commercial Manager in your current organisation. Observing their daily activities and decision-making processes will provide insights into the role’s complexities and requirements.

• Take on Additional Responsibilities: Volunteer for tasks that align more closely with commercial management functions, such as handling more complex contract negotiations, managing client relationships, or conducting risk assessments. Demonstrating your capability in these areas will make you a more attractive candidate for a Commercial Manager position.

Invest in Professional Qualifications and Continuous Development

Professional development is key to career progression. Investing in relevant qualifications and training can provide a significant advantage:

• Pursue Further Education: Consider obtaining qualifications such as an MSc in Construction Law and Dispute Resolution, or RICS APC in Commercial Management. Such credentials can enhance your credibility and provide you with the specialised awareness needed for the role.

• Stay Updated with Industry Practices: Engage in Continuous Professional Development (CPD) by attending workshops, webinars, and training sessions relevant to commercial management. Staying updated on practices, Government policies, regulations, and emerging trends is essential for a successful transition.

• Subscribe to industry publications to stay in-the-know of sector specific insights and news items

Network and Seek Mentorship Opportunities

Networking is a powerful tool for career progression. Building relationships with industry professionals can open doors to new opportunities:

• Join Professional Bodies and Networks: Get involved with organisations, if you haven’t already, such as the Royal Institution of Chartered Surveyors, the Chartered Institute of Building (CIOB), or the Chartered Institute of Arbitrators (CIArb). Attend conferences, seminars, and networking events to connect with professionals who can offer guidance and mentorship.

• Find a Mentor: A mentor who is already a Commercial Manager can provide valuable insights and advice, helping you navigate the complexities of the role and understand the skills required.

Demonstrate Readiness and Adaptability

The journey from Quantity Surveyor to Commercial Manager is challenging and requires adaptability, resilience, and a proactive approach:

• Be Prepared to Take Risks: Career progression often involves taking calculated risks. Be open to new challenges and stepping out of your comfort zone to develop the skills needed for a Commercial Manager role.

• Showcase Your Value: Throughout your career journey, consistently demonstrate how you add value to your team and projects. Highlight achievements that showcase your commercial acumen, leadership skills, and strategic thinking.

Conclusion

Progressing from a Quantity Surveyor to a Commercial Manager is a significant career advancement that requires strategic planning, continuous learning, and a commitment to developing both technical and leadership skills. By following these steps (gaining experience as a Senior or Managing QS), developing a comprehensive skill set, pursuing further education, and leveraging networking opportunities—you can leverage yourself as a strong candidate for a Commercial Manager role.

Remember, career progression is not just about moving up the ladder; it’s about growing into a well-rounded professional who can lead teams, manage commercial challenges, and drive business success.