From Uncertainty to Opportunity: Why Commercial and Contract Management Holds the Key to Resilience

Eighty-seven percent of organizations report that they are operating in conditions of heightened uncertainty. Market volatility, geopolitical tension, regulatory shifts and digital disruption now define the global business environment. Yet, as the Commerce & Contract Management Institute’s new global benchmark reveals, most organizations remain ill-equipped to adapt to these challenging conditions.

Across industries and geographies, perceptions of uncertainty vary – manufacturers worry about supply chain fragility, financial institutions about regulatory complexity, and technology firms about talent and IP risk. But the pattern is universal: today’s uncertainty is persistent, systemic, and accelerating.

If volatility is the new normal, adaptability must become the new core competency. And that is where most organizations are falling short. Contracts and contract management represent critical tools in handling uncertainty, yet our data shows that around 70–80% still lack clear ownership of the contracting process. Roles are fragmented, accountability for outcomes is blurred, and contract design and performance remain trapped between functions rather than managed as an integrated business discipline.

This fragmentation erodes contract intelligence. Instead of learning from experience, organizations tighten controls, multiply approval gates, and become more risk-averse – exactly the opposite of what resilience requires.

When we looked at “quality of contracting,” the contrast was striking. Those with clear governance, shared data visibility, and adaptive terms achieve faster cycle times, more consistent value-based metrics, and greater success in meeting strategic goals. They react to uncertainty with curiosity and creativity, not fear. They treat contracts not as preventative shields, but as instruments of alignment and opportunity. A key element of the solution became available in June of this year – the ANSI-approved Contract Management Standard – a globally developed framework which assists organizations in identifying and fixing the process defects and misalignments that underlie many of the performance issues.

That shift in mindset and discipline is critical. A risk-focused organization views contracts as protection from loss. An opportunity-focused organization does not lose sight of risk, but also sees them as tools to enable change – to enter new markets, forge stronger relationships, and share data in pursuit of common outcomes.

Achieving that quality depends on three interdependent elements: people, process, and systems. The skills profile is evolving fast. Traditional legal, financial and negotiation expertise remain essential, but they must now be combined with data literacy, digital fluency, and the ability to interpret insights generated by AI and analytics.

The performance gap is widening between the best and the rest. Leading organizations are redesigning performance metrics to measure value creation and adaptability. Their progress is powered by intelligent systems that transform contract data into foresight and foresight into faster, better decisions.

System adoption and aspiration point to the same conclusion: the future of contracting lies in human–machine collaboration. AI is already reshaping the landscape – from automated clause analysis to predictive risk alerts and scenario planning. But AI alone is not the answer. It is the combination of capable people, connected processes, and intelligent systems that will determine success.

The message of this benchmark is clear. Elevating commercial and contract management is not a back-office improvement, it is the catalyst for organizational resilience. Those who invest in capability now will be the ones turning uncertainty into advantage.

Join us on Monday 3rd November for the official release of the report and a webinar where we discuss the findings.