Contract Management: Core Business Competence

by Peter Sammons

Overview

Contract management is a key management skill, yet it is underplayed in most organizations, which usually default to project management skills as a proxy for contract management skills. Whilst project management skills are equally essential, they are not the same thing. Contract Management looks at the wider contract management picture from an industrial-commercial perspective, and helps set-out typical structures and processes that assist the contract management task. The author uses diagramatic representations to depict complex ideas.

Contract Management includes "learning points" in each chapter, looking at handling problems, procedural changes and enhancing commercial performance.

Product Details

ISBN-13:	9780749480646
Publisher:	Kogan Page, Ltd.
Publication date:	07/25/2017
Pages:	280
Product dimensions:	6.10(w) x 8.90(h) x 0.60(d)

About the Author

Peter Sammons is a commercial/procurement specialist with 35 years in field. He is now a consultant who provides commercial support and develops/delivers training seminars

Table of Contents

** Chapter - 00: Introduction; ** Chapter - 01: Contract Management as a Value Driver; ** Chapter - 02: What is the Task?; ** Chapter - 03: Role and Importance of Effective Contract Management; ** Chapter - 04: Contract Administration; ** Chapter - 05: Commercial Strategy; ** Chapter - 06: Contract Design; ** Chapter - 07: Mobilization; ** Chapter - 08: When Things Go Wrong; ** Chapter - 09: Managing for Success; ** Chapter - 10: Practical Tools and Checklists

Editorial Reviews

"Good selling and good procurement requires the continued application of process discipline - not only before but also after the contract is signed. This book provides structured, straight-forward guidance about how to get those deals you have signed delivered and completed in line with expectations."

Alan Gotto

"'Real knowledge is to know the extent of one's ignorance.' This quote of Confucius is of particular relevance in the world of corporate contracting - where surprisingly few businesses have enough visibility of such a critical component of their commercial engagements. It is the lack of active contract management, and how to fix it, that is brilliantly addressed in this book. The invaluable knowledge shared by Peter Sammons will arm any manager with the knowledge to reduce risk for their organisation."

Philip Allouche