Contract Management: Core Business Competence

ISBN-13: 9780749480646 / Angielski / Miękka / 2017 / 280 str.

Peter Sammons

Opis

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.

Recenzje

"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, Managing Director, Constellia

Spis treści

• • 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

O autorze

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