Overview

While early career practitioners may understand the value of drafting, negotiating, and managing exceptional contracts, they often struggle to master the requisite skills. This comprehensive manual helps structure the negotiation process, thereby minimizing the perilous process of trial-and-error, expediting competency with leading practices and tools that can help reduce risk and speed outcomes for both buy-side and sell-side alike. -- Gregg Kirchhoefer, P.C., IAOP Leadership Hall of Fame Member, Kirkland & Ellis LLP Ever increasing demand for performance- and outcome-based agreements stems from pressure for enterprises to drive greater value from their strategic customer/supplier relationships. To achieve expected performance, contractual relationships are increasingly complex and interdependent, requiring more stakeholders be involved in the decision making. Unfortunately for contract professionals held accountable to these requirements there has been little in the way of resources that answer their how to questions about drafting, negotiating, and managing performance- and outcome-based agreements. Until now! The Contract Professional's Playbook (and corresponding eLearning program) walks subject matter experts who may be new to complex contracting step-by-step through all aspects of the contract life cycle. Invaluable competencies include identifying and managing risk, increasing influence with stakeholders, developing pricing models, negotiating complex deals, and governing customer-supplier relationships to avoid value leakage in the midst of constant change. It's an invaluable resource that raises the bar for buy-side and sell-side practitioners alike.

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9780578564074

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Reviews

At IAOP (International Association of Outsourcing Professionals), we have found one of the best ways to navigate the increasing complexities is through training, education and professional certification. That is why The Contract Professional's Playbook and eLearning program is so valuable, timely and essential. Arming yourself with the latest knowledge and expertise from the authors on drafting, negotiating and managing performance in outcome- based contracts will give you a competitive edge. Debi Hamill, CEO of IAOP [...]This manual contains dozens of tools to help draft, negotiate, and manage complex contracts that raise the bar for buy-side and sell-side alike. Dan Roberts, CEO of Quellette & Associates [...] While early career practitioners may understand the value of drafting, negotiating, and managing exceptional contracts, they often struggle to master the requisite skills. This comprehensive manual helps structure the negotiation process, thereby minimizing the perilous process of trial-and-error, expediting competency with leading practices and tools that can help reduce risk and speed outcomes for both buy-side and sell-side alike.. Gregg Kirchhoefer, P.C., IAOP Leadership Hall of Fame Member This is a comprehensive and practical reference guide for contract negotiators. It can help throughout all phases of a deal and provides great insight to the various nuances of the deal making. Lula Kosanic, recognized industry expert in complex contract negotiations This is a fantastic guide for creating a winning sustainable partnership. Jeanette's methodology outlined in this manual has been instrumental to our company in Identifying and measuring the correct performance objectives which drive our desired outcomes and lead to a transparent and trusting partnership. The checklists, which are excellent, help the reader set up the proper framework and expectations between partners. Stephen Mcpherson, Americas Returns & Refurbishment, Dell

Author Information

With more than 20 years of experience drafting and negotiating a variety of agreements, Jeanette guides contract professionals as they negotiate complex performance- and outcome-based agreements. With her assistance, clients enhance their skills at drafting, negotiating and managing complex contracts. Since 2003, she has been providing tactical, customized mentoring, coaching, consulting and training programs to companies as small as 60 million in revenue, as large as Fortune 500 powerhouses, and state governments. Before that Jeanette was a practicing attorney. Jeanette is a recognized, international expert in the contracting field having authored and/or co-authored a number of white papers, articles, and three books. Jeanette was an adjunct professor at Seattle University and taught courses at the University of Tennessee's Center for Executive Education. She earned her Juris Doctorate from Southern Illinois University and for a number of years practiced in both Illinois and Washington state. Jeanette is currently licensed in Washington state and teaches negotiation ethics courses for the Washington State Bar Association. To access a multitude of free resources all aimed at enhancing the contract professional's skills, visit www.jnyden.com. To link with Jeanette visit https: //www.linkedin.com/in/jeanettenyden/. Lawrence was inducted into the SIG Sourcing Supernova Hall of Fame in 2018 for inspiring, insightful, and innovative work over the course of his career. Currently responsible for Strategic Sourcing Functional Excellence, he institutionalized best practices and created innovations that were instrumental to his organization earning the prestigious Global Excellence in Outsourcing award (see at www.iaop.org/GEOaward) from the International Association of Outsourcing Professionals (IAOP). See University of Tennessee whitepaper (at http: //www.jnyden. com/wp-content/uploads/2019/08/GEOAward) for more information about how he did that. A member of the SIG University Advisory Board, IAOP Training & Certification Committee, and IAOP Think Tank, he helped create many of the industry's leading practices and regularly advances thought leadership in strategic sourcing, procurement, supplier innovation, and digital transformation at industry conferences. He is a contributing author to the Outsourcing Professional Body of Knowledge (OPBOK), Strategic Sourcing in the New Economy, and Unpacking Collaborative Bidding, among other works and has co-published whitepapers on defining and managing an optimal sourcing mix, contract renegotiations, and strategic use of benchmarking, primarily with ISG. Over the last two decades he has saved his company more than $2.9B by architecting sourcing strategies, designing full sourcing lifecycle management processes and tools, developing future leaders, conducting procurements, negotiating with suppliers, and benchmarking resultant contracts. He is also the bestselling author of 17 books (see www.amazon.com/-/e/B001JOYS9U for his bibliography). You can connect with him on LinkedIn at https: //www.linkedin.com/in/lawrenceakane/.

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