1. 1
Contract Management
A vital asset to a performing Company
Albert Schot
28 Years of Experience in IT Contracts
albert.schot@hotmail.ch
+41 (0)77 434 03 62

2. © Albert Schot 08/2015 2
Contract Management –
Is it a Must Have?
My contracts do they:
 Reflect up-to-date market standards, and transmit a good image of my company?
 Cover adequately project and enterprise risks?
 Allow an efficient and collaborative approach with my contract partners?
 Define simple, realistic and well balanced obligations?
My project:
 Will budget and deadlines be respected without any conflict?
 Shall I be able to measure progress and success easily, and yet efficiently?
 What are the risks I shall encounter, and how will they be dealt with?
 My contract partner has a demanding buyer/lawyer, who should face him?
 Is the scope of work clear and unambiguous, before starting a project?
 Most of project’s signals turned to red, what should I do?
Gartner revised contract cycle management from ‘nice to have’ to ‘must have’
(July 2015)

3. © Albert Schot 08/2015 3
Contracts -
An escalating complexity
It’s a challenge getting all
functions around a table, costs
are high and results are often
miscarried.
A continuous increase of:
• dependence to third parties
• global actors
• conflict sources
• value add requirements
• competition
• regulations
Executives
-strategy
-competition
and company
risks
Business
-company core
business
-IT
Legal
-legal policies
-compliances
-laws and
regulations
Risk Mgmt
-policies
-audit
-security
-process
Commercial
-market standards
-procurement
/sales
Finance
-budgets/prices
-accounting
HR
Competencies
and availability:
-employees
-subconts
-suppliers
Others
real estate
pension funds
subconts
suppliers
partners
lawyers
Contract
Demand for specialised functions became an absolute necessity

4. © Albert Schot 08/2015 4
A Contract Manager federates and
meets all required competencies
By his extensive experience, the
CM has built up the transversal
competencies necessary to
understand, manage, coordinate
and represent the other functions.
Executives
BusinessLegal
Risk Mgmt
Sales/
Procurement
Finance
HR
Others
Contract
Manager

5. © Albert Schot 08/2015 5
Services Catalogue (1)
 General Business
Conditions and
contracts templates
 Negotiations
 Create, improve, simplify or translate documents with adapted terms and
conditions to meet company’s specific business needs, taking into account past
experiences, competition, processes, innovations and up-to-date market standards
and regulations. Also in case of new market offerings
 Strong expertise, and cheaper than an external lawyer. Improving company
image and its sales cycle time.
 Of complex international outsourcing contract, or consulting mandate, or fixed
price Work Contract
 19 years experience in Negotiations. Writing terms and conditions, mobilising
deal team members, running negotiations, securing enterprise’s set goals, handling
risks mgmt, translating in simple contractual language both business,
commercial and legal requirements

6. © Albert Schot 08/2015 6
Services Catalogue (2)
 Contract life cycle
support
 On Demand support
 In selling or renewal phase, support or coaching to the client team in
obtaining a qualitative contract
(unify language, collaboration between contracting parties, SLA/KPI, risk mgmt, scope of
work definition, change mgmt)
 In implementation phase, support or coaching Project Manager in fulfilling
contractual obligations
(SLA, governance, deadlines, contract changes, secure project objectives and budget,
enhance project value add, advice to Exec, conflict resolutions, benchmark)
 Answer of On Demand requests in accordance with ‘on the flow’ business
needs in contractual matters. Available as an annual contract
 Potential of great modularity in accordance to specific business needs (e.g.
education, business processes, coaching, risk mgmt, etc.)

7. © Albert Schot 08/2015 7
Benefits
Sustained business success
 Operation:
• reduce negotiations and decision cycle times
• set bases of a successful project
• sound risks strategy
• efficient contract change
 Collaboration:
• between functions (CM works as a ‘translator’ e.g.
between lawyers and business people)
• by a productive and fair approach between client and
supplier
 Company Image:
• focus on competition and innovation by
• dealing with the real challenges
• using best of breed contractual text, simple and unified
Financial Aspects Operational Aspects
+9,2% of revenue* (spread between cost
savings and additional revenue)
 Efficient negotiations
• contracts are closed faster
• value add of projects improved
 Proactive change management
• maximise projects efficiency
• risk management
• change management enhancement
 Reducing conflicts
• less legal actions (-30%*)
• amicable resolution of conflicts
* Source: IACCM (The International Association for Contract & Commercial
Management)

8. © Albert Schot 08/2015 8
28 years experience in IT
Expertise
 Contracts Expertise: cloud, outsourcing, software,
implementation, maintenance, consulting, hardware and
leasing/financing
 Track record: complex international contracts, risk
management, process optimisation, education and
coaching and dispute resolution
 Experienced: in most Sectors (UN, Finance, Distribution,
IT Services, Industry, etc.), from a start-ups to SMBs till
global Corporations. Both international or local, in French
or English
 Full Contract Cycle knowledge through the various
functions held at IBM:
 Law Department
 Risk Management
 Project Management
 Sales Process
 Finance
 Administration
Competencies
 Integrity and honesty
 Communication
 Analytic thinking
 Organisation
 Teaming et cultural fluency
 Solutions and simplification oriented
 Adaptation to difficult circumstances
 Excellent in communication with
Executives and education session
 Efficient negotiator with a pragmatic
approach, creative et sales oriented
Executive
BusinessLegal
Risk Mgmt
Sales
Finance
HR