Contract Management

ACC Europe Annual Conference

June 1st, 2015

Completeness is

forever gone Commitment is weak

Complexity is

increasing Transactional

vs. Relational

The origins

C1. Creation

C2. Negotiation

C3. Validation

C4. Performance

C5. 1 Close-out/

C5.2 Renewal

The Contract Lifecycle

Global and lateral vision

Techniques

CONTRACT / LEGAL

FINANCE

PROJECT

Skills

Risk management

Conflict resolution

Technical knowledge

Negotiation

Commercial know how

Qualities

Leadership

Adaptability

Creativity

Open minded

Autonomy

Team spirit

Top compentencies

Crea

tion • Decrypting

RFP• First risk

analysis• Coherence

RFP vs Bid• Contract

drafting• Creating

relationship

Neg

otiati

on • Lead negotiator

• Preparation• Internal

reporting• Coordination

and consolidation of different visions

Valid

ation • Policy

gatekeeper• Contract

validation• Contract

signature• Document

management• Handover

C1 C2 C3

CM role in pre-sales phase

CM role in post-sales phasePe

rfor

man

ce • The sky is the limit Cl

ose-

out • Turn off

the light

C4 C5

All in all (1/2)

Anticipate, identify, manage and mitigate commercial risks and issues to your

organization

Help drive the maximization of program revenue and margin

Provide the project delivery team with awareness and guidance on the contracts

(with client and partners) and associated risks

Help the delivery team identify, understand and invoke the organization’s

contractual rights

SME for commercial/contract negotiations arising during delivery

Ensure all parties to the contract comply with their commercial and contractual

obligations and that your organization do not “over deliver”

All in all (2/2)Identify and commercially manage scope creep/delivery shortfalls,

deploying change control processesProvide support to ensure compliance with contracts, laws and

regulationsFacilitate client and partner commercial relationship while securing your

organization’s own interestImplement commercial standard best practices within the project teamInvoke document control and management processes to ensure compliance

visibilityMonitor & Report on the project progress from a CM perspective and

escalate when necessaryWork with pre-sales to provide commercial delivery requirements and

experience (lessons learned)

CM Processes1. Contract Awareness

2. Negotiation sequencing

3. Risk & Issue management

4. Change management

5. Communication management

6. Conflict resolution

7. Deliverables management

8. Sensitive data administration (IP, DP, Confid.)

9. Commercial levers

10. Contract close-out

o Subcontract managemento Lessons learned

CM and other functions

ContractManager

LEGAL

FINANCE

AUDIT

BID

SALES

PROJECT

Different profiles

Portfolio

Off shore

DedicatedSWAT

TEAM ?

Different models

?

?Contract

Management

?

Pre-sales?

Post-sales?Both?

Different visions

• Co-responsibility on financial optimization (measurable R.O.I)

• Demonstrating value-add through KPIs and appropriate reporting

• Being unique: global and lateral vision (i.e.: new cycle)• Doing what others hate doing or can’t do (i.e.: contract

awareness, conflict resolution)• Facilitating compliance (i.e.: Sarbox / LSF)• Playing with contingency

Value-add

Thank you!