This document discusses risk assessment and management in commercial contexts. It outlines different types of risks businesses face, including business, financial, market, and price index risks. It then discusses risk management as the process of identifying and handling risks to maximize organizational value. Various risk management tactics are presented, including risk avoidance, risk transfer, risk action, and risk acceptance. Specific risk management strategies for procurement processes and logistics are also described.

1. Commercial strategy &
risk management in
commercial context
Gaitanos Marios

2. Risk Assessment
 Risk assessment is a process particularly important and
this importance has been recognized by all operators,
and especially businesses.
 The word risk implies that a company does not know in
advance if its economic activity will have a successful
outcome.
 The concept of risk is associated very closely with the
logic and the concept of uncertainty.
 In business the logic is that when a person makes a
transaction that person also assumes the risk it involves

3. Risk types
 Business Risk: The company’s ability to operate
efficiently and to be successful. The risk appears
either at the market level or at the individual
business
 Financial Risk: Instability and volatility in various
financial markets.
 Market Risk: Market risk is considered to be the
risk arising from unfavorable changes in the external
environment of a company.
 Price Index Risk: The changes in the price index of
the stock exchange.

4. Risk management
 The risk management is the core of the strategic
management of each organization.
 It is the process through which organizations
approach the risks associated with their business
activities.
 Identification and handling of risks. The aim is to
add the maximum value to all the organization's
actions.
 Commercial strategy for the prevention and
management of risks.

5. Risk and commercial operation
 Phase before the risk or the formation stage
of the condition or warning symptoms.
 Acute phase or event stage - escalation.
 Response phase or stage of effects.
 Recovering phase or dissolution or
settlement – normalization stage

6. Risk and commercial operation-
Management
 Planning: Development of appropriate
actions for each risk factor.
 Resource Management: Resource allocation
and accountability for the implementation of
the project.
 Check: Check the correctness of the
planned activities and the allocation of
resources.
 Monitoring: Monitoring the effectiveness

7. Risk and commercial operation-
Tactics
 Risk Avoidance: This is the use of
alternative approaches, which do not
contain any risk.
 Risk Transfer: Transfer the risk to some
other party involved. The implementation of
this policy is the transfer of risk through a
contract and thus the assumption of the risk
by the other party.

8. Risk and commercial operation-
Tactics
 Risk Action: This tactic involves the
most risk factors
 Risk Acceptance: It is the acceptance
of the risk, with the planning of no
action for its management.

9. Procurement process-Risk
management
 Development of the best forecasting
procedures and development of more detailed
contracts with suppliers.
 Focus on the value of improving the flexibility
and adaptability through the development of
flexible contracts with suppliers.
 Trade agreements that provide permanent and
lasting partnerships.

10. Risk Management - Logistics
“The Logistics risk management in the is
the identification, evaluation and
classification of risk priority, followed by
the synchronized and efficient
application of the resources to reduce,
monitor and control the probability and/or
impact of unfortunate events”.

11. Risk Management - Logistics
 Determination of the process.
 Assessing the amount of risk in order to
develop a suitable management
strategy.
 Avoiding the risk by developing relevant
agreements and membership in an
insurance program.
 Mitigation essentially a company focuses
on reducing the risk.