10

 Pi&alls  

Negotiations focus Contracts Limited use of

Failure to
Lack of clarity
3 5 7 9 contract
1 on scope and engage on the wrong terms difficult to use
technology
stakeholders. and risks. or understand.
goals.
Result: Misaligned Result: Loss of Result: Users see contract Result: Inefficiency and
Result: Cause of
interests and future economic benefit; as irrelevant to business loss of quality in
claims/disputes
opposition contract a weapon needs performance and analysis

Average value
erosion 9.2%
Legal/contract Protracted Contracts lack Poor handover Poor post
2 team not 4 negotiations. 6 flexibility. 8 from deal team to 10 award
involved early Insufficient focus implementation processes and
enough. on governance team governance.

Result: Wrong form of Result: Competitive Result: Performance Result: commitment & Result: Repetitive issues
contract & extended exposure & delayed management dominated by obligations missed & and errors causing value
lead time revenues blame/fault misunderstood loss

Copyright  IACCM  2015