Category Archives: Article

Does a shift in collaboration affect you? If so, don’t miss this – contract clarity matters!

The following two true scenarios are too often played out in a narrow business environment where parties resort to hardball tactics1 to get what they want in the short-term – but ultimately both led to losses for all.

Thinking big and bigger through a ‘wide-angle lens’

In the conference room, the contract managers (CMs) sat silently stunned! They heard details about the expanded and redistributed product lines, knowing this would end the contract with a major distributor who would later file arbitration.  

Emotional Intelligence (EI) lives inside us! Why not put it to work?

What is Emotional Intelligence awareness? Put simply, EI is you — the contracts professional — building relationships with all parties to the contract by doing everything possible to ensure parties’ expectations are met and to achieve the desired result…

Did you ever make a poor decision just to win a deal?

No doubt about it – a foolish decision can ruin an agreement. If you have ever done that, you might want to know some of most common mind freezes that can lead to unwise decisions and costly results. This article speaks to that issue, includes a case study to illustrate it, and provides better ways to approach a decision before you make it, especially if it will affect important outcomes…

Conversation matters – Turning conflict into partnership

Imagine having all the necessary contractual terms, legal papers, technical specifications and service requirements all nicely drawn up and signed by both parties, you the seller and your customer, the buyer. You have just signed a contract and started a new business relationship until suddenly a verbal altercation breaks out between your project team and your client, who is your customer’s representative.