Designing Contracts
Bring together framework and structure to reflect the overall objectives of
contracting within a very short time.
Assess Business Implications
Bring expertise to evaluate the contracting strategy and understand
potential business implications. Early assessment and planning can prevent
significant business exposure.
Administrability of Contracts
Utilize expertise in the area of contract development to identify potential
issues early enough and ensure that contracts are administrable. Executed
contracts entail many responsibilities ranging from payment of rebates to
performance evaluation - a full understanding of these helps in avoiding
future pitfalls that could prove expensive.
Interface with Systems
Make interfaces with Systems work seamlessly through comprehensive
understanding of both the contract structure and the processes established
for its implementation.
Tools and Training Material
Build tools for use in the development of contracts ranging from simple
spreadsheet based tools to analyze a single account to sophisticated web
based tools that integrate analysis, workflow and document generation
capabilities.
Implementation Phases
Utilize experience to help break down implementation into manageable phases
without defeating the overall purpose of contracting and ensuring that the
resources are not stretched too thin.
Targeting Accounts
Target the right accounts at the right time -this often serves a tactical
purpose and is not necessarily a resource issue. Ensure targeting is in line
with the overall segment strategy and one that that maximizes advantage.
Training the Contracting Field Force
Draw value from evaluation by the field person closest to the contracting
entity. Train personnel to use the tools effectively and maximize this
contribution.
Tracking Implementation
Bring expertise to design performance metrics and means to track progress of
contracting activity and the achievement of overall objectives.
