1. Contract Life Cycle Management
Breakout Session # 3
John P. Mahoney, Chief Operations Officer
The Leadership Companies, Inc. 42 Davis Road Acton, MA 01720
date April 7, 2003
time 2:00 – 3:00 p.m.
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

2. Contract Life Cycle Management
What gets us into trouble during the Contracting Process?
Redundant activities
No consistency in approach
Each contract is an adventure
Approvals unclear
Business Partner – “That’s not what I asked for, or wanted”
No planning
Communication Skills
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

3. Contract Life Cycle Management
What gets us into trouble during the Contracting Process? (continued)
Doing it all alone
Managing conflict
No post Contract Plan
No sharing of contracts, data, existence (systems)
Too impatient
Deal psyche
Cultural differences (beyond the border)
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

4. Contract Life Cycle Management
What can we do?
Develop a consistent and predictable contract process
Establish contract templates for all products/services
Implement systems to share information across enterprise
Training is essential - Contract Process - Communication Skills - Conflict Management/Working With Teams - Negotiations - Supplier Management
Knowing ourselves and our partners (cultural impact/considerations)
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

5. Implement New “Best Practices
Contract Life Cycle Management
Implement New “Best Practices
Contracting Process
Analyzing The Requirements
Developing The Contract Plan
Understanding The Supply Base
Select The Appropriate Contract
Selecting The Right Supplier
Negotiating The Contract
Managing The Contract
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

6. Implement New “Best Practices”
Contract Life Cycle Management
Implement New “Best Practices”
Negotiation Plans/Approvals
Web-based, easy to use applications/systems
Training - Alliances - Communications Skills - Conflict Management
Cross-functional Teams (Sales, Procurement, Services)
Continuous Improvement Program
Qualification/Certification Programs
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

7. Contract Life Cycle Management
Skills Needed
Active Listening………..
Anticipating…………….
Cross-Cultural………….. Sensitivity
Controlled Response.....
Decisiveness……………
The ability to pick out information in non-written
communications and effectively convey to the
source that they have been heard.
The ability to visualize future events and situations.
Seeks opportunities to learn to communicate and interact
effectively with people from other cultures, geographies
and organizations; adapts to other cultures.
Demonstrates calmness and objectivity when confronting or perceiving defense-provoking situations.
Makes decisions in situations of uncertainty or risk.
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

8. Contract Life Cycle Management
Skills Needed
(continued)
Evaluating………………
Gaining Commitment…..
Information Gathering…..
Interpersonal Sensitivity…
Maintaining Direction……
The ability to assess against a set of criteria.
The ability to present an idea or plan so that others
change their viewpoint and act accordingly.
The ability to gather facts, ideas and opinions needed for analyzing situations, solving problems or making decisions.
Open to the feelings, attitudes and motivations of others.
The ability to monitor progress toward a goal.
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

9. Contract Life Cycle Management
Skills Needed
(continued)
Organization and………… Process Sensitivity
Planning…………………. Resourcing……………….
Teamwork………………..
Seeks to understand how an organization or process works; is sensitive to the impact and implications of decisions and activities. The ability to establish a course of action and a sequence of steps to ensure that goals and objectives are achieved. The ability to identify, gather or enlist and effectively allocate the resources required to achieve a goal. The ability to promote cooperation, collaboration and partnerships between individuals or groups,both inside and outside the company.
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders

10. For help or assistance in implementation
Contact:
John P. Mahoney
The Leadership Companies, Inc.
42 Davis Road
Acton, MA 01720
Phone:
Fax:
Web Site:
NCMA 3rd Annual Commercial Contract Management Conference
International Contract Management—Better Business by Crossing Borders