Sales contract management - how to create value

Duration 59 minutes: As a result of joining this event the participant will know how a well written and negotiated contract will enable them to create value for all parties.

Credit CPDEx:1.0

Tag(s) Business, Leadership, English, Level 4, Level 5, Field Sales (territory or product focused), Sales Manager (first line), Sales Leader (second line +), Team Performance, Change Management, Governance and Risk, Personal Performance, L4B4, L4C6, L4C8, L5B1, L5S2, L6S1, L6C3, L6L4

a group of people looking over contracts

Description

Recommended audience

Sales account managers or anyone handling sales contracts

Type of audience

UK and International

Description

Sales contract management - how to create value (it's in the small print!)

It is often said that when contracts come out of the draw then something has gone wrong with the deal. Unfortunately, this is sometimes the case, but actually a well written and negotiated contract can underpin the maintenance and creation of value for all parties and should always be on the table.

In this webinar we will look at how Account Managers should use the contract for best effect throughout the life of the contract. How to use Schedules during the negotiation and in-life to improve value without necessarily involving lawyers. Understanding the importance of change control and creating room for it in the first place. When are the inflexion points that offer the best opportunities to make contractual changes. And What do it if It all starts to go horribly wrong …..

Key takeaways

A simple way to 'read' a contract (and know what to focus on).
The importance of understanding the context/domain you operate in.BC
How Newton’s third law of motion should drive your thinking/approach.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)

Presenters

Matt Spencer F.ISP, Managing Director at Govsell Services Limited

Matt Spencer is managing director of Govsell Services Limited and a fellow of the Institute of Sales Professionals. He has worked in business-to-business selling for more than 35 years and for the last 20 years has focused on selling into the public sector. Most recently he headed the public sector sales team at Telefonica O2. Matt has directed sales teams which have successfully bid for critical national contracts through to mobile connectivity. He has led bid teams, managed bids and written many winning bids during his career.

Steve Grange, Commercial Director - NS&I B2B at Sopra Steria

Steve has a business studies degree; MBA and expert accreditation from WorldCC (IACCM), with 30+ years’ experience over a combination of pre- and post-signature contract/commercial management, as well as ‘policy and process’. His industry experience is in the areas of pharmaceuticals (pre-clinical toxicology), aerospace (civil and military), defence (networks and equipment), cyber security, telecommunications, consultancy (dispute resolution) and IT/business process outsourcing (currently with Sopra Steria).