Contract Management Library

02 Oct 2008 | Viewed 417 times

Risk Management: Getting the Right Balance

Author: Chris Mead, Commercial Director, QinetiQ

A lot has been done recently to introduce the benefits of "partnering" to the process of reconciling competing objectives of the parties in a negotiation and indeed throughout the subsequent execution of the contract. There have been some notable successes but even with a constructive approach it remains challenging to align customers and shareholders objectives and in the emerging new world of the virtual, networked and on demand deal or the arms length negotiation it is all too easy to get it wrong. Why is it that PPP and PFI transactions achieve consistently high customer satisfaction scores? What is it that we can take from this for wider application? What makes the difference? This keynote address will look at the potential to read across processes for managing uncertainty from the PPP and PFI domains to traditional contracts and the role on enabling behaviours. It will also focus on the critical importance of an effective relationship to Getting the Right Balance.
This address will appeal to the experienced contract and commercial professional who is responsible for closing out key negotiations, developing key client relationships and satisfying the key stakeholders."

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