How many customers does your organisation lose before you even know it? You have no idea about the business you never heard from because they walked away [David Avrin] When does the customer experience start? It is often well before your first contact with them. The internet has profoundly changed
The process of getting a deal done should be simple – but somehow we often far more complex than it needs to be… through time pressures, through inconsistency, or through burying our heads! In a recent English court case (CLS Civil v WJG Evans), the buyer and the supplier tied
The process for creating contracts is dysfunctional so the language for creating contracts is dysfunctional… [Ken Adams] When time is tight, the only realistic way to record the legal content of the deal is to copy and paste from a similar deal. But does this really work for the buyer
How many times does the legal process suck the life out of your deal? Legals are meant to support and work with sales, marketing and procurement. Too often, we hear that legals are more of a barrier to doing business – they sabotage sales. Back in 2011 the Office for
They say that no plan ever survives first contact with reality. This can also be true of your contract process. You need to be flexible with what you want as any contract requires both buyer and seller to agree to the terms. A £40m construction dispute amply demonstrates the pitfalls
Contracts are not just about what scope your supplier is providing – they also explain how you are going to work with your supplier. For example, a subcontract should set out the processes for getting the subcontract works to dovetail smoothly into the wider project. Procedures deal with everything from
How many facets do you consider when changing your contracts or contracting process? At the very least, you need to consider branding, process and content (these are my three focus areas when delivering a speech). Jacqueline Horani spoke at the World Commerce and Contracting Vibe Summit 2023 about eleven aspects
For your business to thrive, you need to foster trust with clients while ensuring you’re covered contractually. But how do you do it? In this post, we’ll explore everything you need to know about using your proposal to create trust. 4 tips for better proposals 1. Use your proposal as
A contract requires an agreement on all essential terms, an intention to create a binding contract, a value exchange (what lawyers call ‘consideration’) and certainty. Determining the point at which the parties have agreed all the essential terms, is rather more difficult in practice than the internet would lead you
Stop procrastinating over improving your contracting and adopt some of these tips, tools and ideas to help you contract like a pro: Process: Create a contract strategy Avoid the temptation to change the deal in your contract Decide if you’re ready to & then implement digital contracting Negotiate confidently (5
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