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the commercial and contract management function is relatively new and really started amongst the American and the British companies therefore in Europe it's not necessarily the case that everybody would be familiar with what the role of a commercial contract manager can do and what it can really bring to the organization in reality this profession is now emerging is getting much more professional and really gathers talents from delivery teams commercial teams some lawyers that bring together a lot of expertise to actually look at and focus at the contract in my view contracts are really the least protected assets of organizations a lot of margin and also revenue is evaporating by lack of particular focus around the contract both pre and post signature true commercial and contract management can have a lot of effect both in the pre and in the post contract signature in the pre I believe that the role of a CCM is to actually ensure that the contract will fully encapsulate what the part is intense where and really reflects what was desired by both parties it's amazing the number of times at which you read a contract you ask the people what the story was behind and you say where is it reflected in the contract and actually it's not so first is to actually ensure there is total alignment between the intents of the parties and the way the contract reads and the proper commercial and contract manager would actually do that very well and ensure while we sale that the contract does reflect that second it allows better intimacy with the client organization by putting the links between the two organizations by being there at all times alongside the sales team last but not least contracts tend to become much more complex and it's difficult to align the T's and C's as we call them the terms and conditions of the contract with the schedules where the meet of the agreement is and really the people who know the meet other people who deliver the contracts and the people who negotiate not often our lines would what it is that would be delivered in the post therefore the commercial and contract management team bring along their experience of having accompanied the journey and delivered the contracts to the end so that in the next negotiation they'll be able to capture how to draft and reflect what the delivery of that particular type of contract should bring into the contract itself in the post signature I think it is very important that both parties are satisfied that the contracts is read properly you'd be surprised to know that generally statistics say that less than 10 percent of people who need to work with the contracts actually reading it and when you look at a large organization lots of people have to actually deliver belong the terms of the contracts a proper reading of the contractual terms should be uniform and you should make sure that whoever has to deliver up to the contract terms would have a consistent reading with the other colleagues that have to use them some of the contracts as well have a long duration and they have to be read over and over by generations of people what to look at it so one of the benefits of commercial and contract management is to bring alignment between pre and post signature and do what we call in our jargon a handover delivery documents this is a document that would help the delivery teams to read the contract properly consistently across the board a second benefit of proper commercial and contract management is to do compliance up to the terms of the contract and this is really true important to booze parties don't think that this is only a benefit to the provider to deliver properly it is also demanded from a client when you think of it lots of companies are asking us to deliver something that is core to their business and they want to ensure that we put all the elements on our side to deliver at palm with what they had expected out of a contract or negotiation and last but not least when you actually deliver at par to the contract terms you enhance the client satisfaction and you actually deliver a better profit and the profit is on both sides as I said because the client is happy that you deliver on time and upon and you are also happy because you unleash all the effects and the profitability that the management team really expected of the people that need to deliver the contract so it's a win-win for both parties people matter result count