Be willing to abandon (when appropriate) a traditional contractual agreement.
Consider a relational agreement.
When there is a long-term, complex relationship is at stake and trust is a problem, a relational contract may be the way to go.
When parties have a vested interest in each other’s success, formal relational contracting establishes a “what’s in it for we” partnership.
These agreements include many components of a traditional contract, but also contain relationship-building elements such as a shared vision, guiding principles, and robust governance structures to keep the parties’ expectations and interests aligned.
Consider the case study that involved Dell and FedEx highlighted in the Harvard Business Review article, “A New Approach to Contracts” by David Frydlinger, Oliver Hart, and Kate Vitasek.
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Contract playbooks can be used to improve relationships, empower stakeholders, speed up the contracting process, and save time in CLM implementation.
Acceptance is an important commercial concept to understand as it pertains to implementation services in SaaS agreements.
By having a strong grasp of finance aspects of SaaS agreements, you are helping the business win new customers and generate revenue quicker
A strong GC brand doesn’t just bring more influence, compensation, and respect; it also opens doors to the executive table.
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