Streamline your sales contract management for sport organisations

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it can take ages it can take so much time to get deals across to contract signature and i've seen it and i've picked up contracts that have been sat there for two years and the crazy part of it is when i actually look through it i i don't see why they're still sat there and you don't know what though well no no no and i'll drop the the the bombshell the proverbial bombshell here in that i don't see what the problem is because the contracts are good to go someone's made a judgment call who's it typically when this is in the consulting world that's a permanent employee who probably hasn't been empowered enough or doesn't actually have the the right capability their understanding of it and they've just ended up sitting on things and i see this a lot where where where in my travels and there might just be a few points that need a bit of work and typically what it comes down to is procurement teams that don't use legal and they might not be able to use legal because they don't have enough of legal resources within the business or they don't want to use third party which i know i get that like they're expensive yeah and they can actually make it far more difficult i think a good procurement person should have a good legal understanding and that's that's kind of how i i view it but just i don't know i when i when i see these these examples popping up i kind of look to the skill sets of of people and that they don't necessarily have the breadth of skill sets to enable them to cover the complete procurement cycle in that they might be good at doing a lot of the the process the manual labor element of getting the procurement ready so building the requirement building the the uh evaluation criteria but as soon as it goes out to market and then comes back in and they have to evaluate it and maybe there's some points they need to pick up on with a supplier negotiate sort the contract out it falls down and that's where i see all the delays is at that point normally once it's been out to market and come back i don't know it'd just be cool to i don't know what your experiences are of of any of this i mean i just think it's a capability issue from procurement so um i've seen procurement guys who've been doing the postman job for many many years right yeah give it to them give it give it back to me i give it to suppliers like you're the middleman between supplier and the other guys and you're kind of or maybe a project manager right so yeah yeah yeah right so that's not the way to do procurement equality okay uh i've seen folks who moved from paralegal okay they were part of the legal team or yeah the support functions move to procurement do wonders yeah you always get that yeah because because they've hold the scale of the negotiation the program and the commercial side they already have the legal background so they're like are forced to recognize the suppliers don't want to fool around with it i've got live examples as such and as you said i definitely think uh procurement should have now it depends on the organization right like the defense example that you know we have to depend on legal because there may be a lot of litigation but i remember working with a very good leader from the states when i'm working for an organization they had this a kind of a procurement playbook that was just contract plan okay so everybody goes by the plane which management team which clause needs to go to legal so they had a separate legal for the two years right a lot of litigation so that kind of a structure would ease out things and they i'm sure they have it help them reduce the cost of legal as well yeah that's a great point actually um having those like you say almost like a contract bible or like a a clause library and things like that that say this is where you can move if the supplier pushes back if it moves beyond this point seek or have absolutely use this clause yeah that's it yeah you use this loss if he's again asking for the change to come to me also or else you go to guy in indemnity department only the manager is independent so the expert of indemnity clauses uh lawyer so things like that yeah i'm with you on that i've seen them i've built them i've seen them used and i think it like you say it helps people that don't have that skill set to make empowered decisions because it's right in front of them and it gives them the the i can see the ammunition it just gives them the ability to actually seek out additional help from the business if they followed that process and it might sound like it's a long-winded process it's not it's oh i just changed this contract clause copy and paste it into the contract ping it back out and if it comes back and they don't like it well it's going to legal now or it's going to the specialist contract management absolutely and now we're talking of this assuming that there is no system but if you had a system you don't need the belief right yeah in the system you put in these clauses once the procurement guy or the sourcing guy changes the clause the approval gets triggered to that indemnity by automatically so i can have that condition build in the system so approval goes to him he says okay karthik why is this happening okay let's change it to this or let's have a call with the supply whatever it is so yeah that's how it happens automatically to the system yeah and unfortunately wait no no go go go go i'm just getting excited what's happening is unfortunately i see a lot of companies have a procurement system a contract management system but it's again that covered that they're putting the instead of putting it in the file cabinet the hard copy they're putting it in the cover and they're leaving it yeah so they're not utilizing all the functions of the contract management system certain things is uh there is a need for the contract management systems to also tweak themselves to the customer needs to some extent okay and uh legal is usually very heavy-handed on using technology but that's something that we have to agree to no matter what so they are it's very difficult to uh make them accept the change if you want to include contracts and have legal come on so it's definitely imperative to have them uh understand the value drivers the value proposition from the beginning get a buy-in right at the beginning of even before you take the two yes definitely i've i've seen such strong legal heads who just outright come in between the project after you bought the license saying that you do whatever with you with it as came in i'm not going to put my finger in this too yeah so procurement literally comes still finalizing the commercial part then they send an email to me so i've seen those cases yeah it's kind of i mean you've come full circle in a way haven't you in that what you're saying here is legal everyone they're there they're key stakeholders they're your internal business partners even if the legal team is a third-party supplier actually they might still need if you think you're going to need to use them bring them in early on just to say this is what we're doing this is our drivers this is what we're trying to achieve some of your typical way of contracting might not be so suitable here we'll let you obviously make the decision on that but we probably don't need to be so aggressive on these areas because of this and if you've had that conversation as per any of your conversations with your stakeholders you're winning you've won that that pre-contract uh pre-signature contract stage absolutely and uh we keep tying back to i keep showing my hogwarts and putting the contract it's good anyone a lot of contracts in there already i was about to say anyone listening to this without the video it's going to be wondering what the hell we're talking about when you're when you're just uh pulling over to your your wardrobe is fine like this is this is the joys of it this is meant to be a video first and foremost so we're doing it i think i think it might be good to like end it here but i would love to do this again with you because i think sure when we when we talk we've got a lot to talk about and i don't know what i see is we just talk anything without we don't need to plan we just talk stuff out that's it but i think fat is a i mean i'm gonna we're gonna be bragging a bit but i think it's a good skill set the fact that we effectively don't plan our conversations we just jump on we talk about stuff that we've experienced or our thoughts around how things can change i think that is a level which you know anyone in this profession they should be able to talk about something with ease with no prep and i think it's good that we can do this on a topic that doesn't get much press like contract management everyone hates it for some reason and it's the highest subjects uh first subjects i've seen and i've i've tried a lot i've had at least six 66 batches that i trained contract management 101 and and it's and it's young kids just out of college they're old guys who've been working for 12 years and it's such a dry subject to make them understand what is indemnity or whatever it's like uh yeah no i i agree like i think yeah i i mean i i'm not a big fan of the current approach to content to knowledge in procurement contract management i think supply chain as a profession wider it's got far better content there's a lot more around the logistic warehouse and it's just a bit sexier like people are talking about drones uh automated deliveries like it's just sexier this area is dry for so many and i'm hoping in this conversation we've not made it too dry like i think we're trying to make it a lot better i'm trying to just illustrate how like it can make so much more value if you're a good contract manager you're going to have a job for so long i think above and beyond so many procurement professionals who are going to be out the job when all these technologies come in because you're not going to need that buyer you're not going to need procurement managers who are just rubber stamping the work the buyers are doing because that's going to be taken care of like you said you're you're working at a blockchain company now like that they will take over that that software will take over the role of so many people and your skill set needs to be so much more now kartik it's been good trying to let's end it here let's talk soon though like i i really want to talk soon on this it's been a pleasure