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Published on 14 Jun 2012 | Viewed 276 times
Key Commercial Criteria
I received a question today from an IACCM member that I thought might be of wider interest - because it is the sort of thing we should know, yet not something I have previously encountered.
So the question is this: “We have an executive presentation coming up at the end of this week and I’m hoping you can help with some information we need to present.
Specifically, from an industry best practice perspective, what are the key criteria or issues a large company would expect its employees to be aware of for each phase of the sales contracting lifecycle. The phases we are using are:
b) Pursuit (Bid and Contract Negotiations/Execution)
c) Service Management (Transition and run and maintain)
d) Completion (e.g. Unwind as a result of expiration or termination of a contract).”
They want to put forward 3 or 4 criteria that employees who are involved in the phase (either internal or external to the Contracts Department) should be aware of and adhere to. As an example, in the Initiate phase, you might always check the credit rating and gather background information on the client, including any past performance with your company.
I will be assembling a list this week; I would welcome any input and will share the recommendations we come up with.
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