ABSTRACT
There are two aspects to managing commercial chemical development. One aspect is concerned with the managing of the commercial development function from an administrative viewpoint, whereas the other is concerned with it from a philosophical and process aspect. The degree to which an ideal commercial development organization can be achieved in a specific company depends upon many factors. It must be recognized that organization alone cannot guarantee success. The company can utilize the group to accomplish major projects that would ordinarily tie up the resources of the new products department for an extended period, such as enabling the company to enter a new business area. Twenty years ago, the commercial development effort was individual, diversified, and entrepreneurial; today it is a team effort that is well integrated and planned. Accounting and financial data at Dow is now available in detail on each product from plant to plant on a monthly basis before the fifteenth working day of the next month.
