Commercial drive is about applying a business and customer-focused approach, and demonstrating the commitment to deliver results that create value for organisations.

As people professionals, we have a responsibility to ensure we focus on the things that create the most value for people and business. This means identifying and delivering on the people issues, opportunities and risks that will have the most impact on the performance and success of organisations. It also means partnering with customers, understanding the financial implications of work, proving the business case for change, and taking responsibility to deliver it.

We also have a personal responsibility for our own self-care, to help us stay motivated and resilient in the delivery of our work.

This behaviour particularly supports the Core knowledge areas of Business acumen and Change.

Commerical drive standards

Each standard progresses through four levels of impact. Which level do you most embody in your day-to-day work?

Foundation level Associate level Chartered Member level Chartered Fellow level
At this level you will: At this level you will: At this level you will: At this level you will:
Commercial focus Show a keen interest in your organisation and its performance Identify and focus your attention on people issues that impact on business performance Prioritise people practices, opportunities and risks that drive sustained commercial success and value for people Focus on driving value through the alignment of people strategy with commercial strategies
Customer focus Demonstrate that you are customer- focused in your work Engage with customers to understand their needs and improve their experiences Partner with customers to understand their current and future needs, and contract effectively Create a culture that prioritises the understanding of customer needs to enhance customer value
Financial acumen Demonstrate that you are cost-conscious in your work Carefully consider the financial and operational implications of your choices Develop and present robust business cases using evidence to demonstrate a return on investment Evidence the strategic value of investment in people to a wide range of stakeholders
Delivery focus Identify the steps to achieve agreed goals and demonstrate drive to deliver to a high standard Take responsibility to provide pragmatic and timely advice and deliver solutions that meet business needs Take responsibility and demonstrate commitment to deliver business outcomes and benefits Take responsibility for the creation of shared value through people strategy
Personal resilience Maintain motivation and resilience through self-care and know when to ask for help Maintain motivation and resilience through self- care and personal responsibility Demonstrate motivation and resilience through self-care and personal responsibility Model motivation and resilience and create a culture of self-care and personal responsibility

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Commercial
drive course

This course explains the importance of having commercial drive. It will help you to develop this key behaviour to achieve positive outcomes in your role.

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