Contracting Excellence: Change
The speed of change, the volume of change, the nature of change ….. These lie at the heart of risk and opportunity and today we are experiencing a far more volatile and unpredictable environment than in the past.
To achieve contracting excellence, I suggest that the commercial community must consider change in three contexts:
- within our commercial policies and process
- within our contract templates and agreements
- within our organization and its capabilities
So here are some questions to which I believe we should be seeking answers:
- Are we advocates for change, using the insights we gain from the contracting process and market experience, or do we wait to be told what to do?
- Can we break the syndrome in which contract change is a battle over fee versus free? How do we build collaborative change mechanisms into our contracts, for example based on improved economic value analysis?
- Where do we gain the information and support we need to define and execute on organizational and capability change? How do we make the business case to gain an executive mandate?
There are of course many other possible questions or hypotheses, but I have observed that the groups which are flourishing are those which are prepared to face the need for change and embrace their role in its execution. That is the route to delivering functional value, so if you don’t have questions of your own, start with those i have suggested.