Across businesses, whether in sales, legal, marketing or vendor management, Contracts help protect companies. They define relationships and solidify business deals. Contracts are the lifeblood of organisations. 

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Searching the phrase ‘Contract Management’ within Amazon will return search results of around 2 millions books. Most of these books are written from the perspective of Buyers, with the aim of protecting companies in their relationship with Suppliers.

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The concept of ‘Contract Management’ is not a top down, one way street. Managing Contracts with their Clients is a discipline that is vital to help ensure that Suppliers succeed in the modern world. 

In an environment of ever decreasing product margins, many companies start on a journey to expand their offering with services.This evolutionary process however, does not come without increased risks and costs. This is particularly true in the world of Construction, where the escalating complexity and size of Contracts increases the vulnerability of Suppliers.

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Effective collaboration between the Sales and Execution teams, on the principles of Contract Management, is critical. Contract Management should be a continuous cradle to grave process, one that grows from the Suppliers’ first contact with the Buyer, right through to the end of Warranty on the delivered products and/or services. Contract Management is definitely not a process that begins after the Contract is signed. As in the agricultural industry, careful consideration of growing conditions for the crops at the time of planting, will strongly influence the crop yield.

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An excellent Sales Engineer cannot be expected to have the knowledge and skills required to be an effective Contract Manager. Nevertheless they are key to the ‘Contract Management’ process, with their initial and continuing point of contact with Clients throughout all negotiations.

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Providing awareness training in ‘Contract Management’ to your Sales Managers and their teams will help improve their capability to successfully close better deals. Contracts that will contribute to the wider growth of your Company.

At KARccMA we are passionate about training people and this, combined with our real‐world business expertise, will give you that feeling of a ‘personal touch’.

Our training portfolio supports growth and includes :
• Contract Management for Suppliers
• Risk Management in Sales
• Key Account Management
• Project Management In Sales
• Communication Skills