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Contract Performance Management

 
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Listening to and discussing with a variety of your peers from different industries, countries and backgrounds, has turned out to be a highly effective way for orientation in the early phase a major business transformation/change.

 

 
 
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Ask the Expert / MOOC Call 1: Creating, Calculating, Communicating and Profiting from Value Created

For years we have talked about win/win negotiations, but some companies still find this hard. They still view sales, procurement, and contracting as a zero-sum game. However, Best in Class companies have found ways to create and realize more profit by contracting for value, where both the supplier and buyer win. The how to do it, requires both sales and procurement to throw away some long-held beliefs and rethink contracting. Companies that contract for value have seen improvements of 5% greater than the value that was contracted for, 35% increase in profitability for the buying company, whereas selling companies are 24% more profitable than their industry average. Learn from some best practices in how to contract on value, performance and outcome-based, and a third 'hybrid' approach that aligns supplier and buyer to both be more profitable and generate a sustainable competitive advantage. In this compelling webinar, Todd Snelgrove will explain how profiting from value can be managed in practice, based on his many years of industry experience in Business to Business from both a Sales and Procurement perspective in many parts of the world.

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'Contract Management is more important than Procurement'

This quote, taken from the latest edition of Supply Management magazine, will be welcomed by many as recognition that it's actually the results of an acquisition that matters. For too long, they will say, Procurement has been happy to oversee inputs, ignoring the fact that it is contract management that oversees outputs and the actual delivery of value.

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Ask the Expert: Tips for managing vendor-to-supplier-to-customer contract relationships

Commercial contract negotiation is hard enough when only two parties are involved, but many of today's complex offerings require the co-ordination of multiple supplier solutions to deliver a single customer outcome. In this webinar, contract managers and business leaders will be given various strategies and best practices to assist in better understanding the risks and managing the implementation of these complex contractual relationships.

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