WHO: What function is automatically involved in both the creation of the new strategic relationships, the follow-up and enhancement of such relationships throughout the contract as well any disputes, challenges in the performance of those contracts?\r
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WHAT: What function has as its primary goal, the need to balance out the need to contractualize efficiently and expeditiously while weighing the commercial risk, mitigating it and finding a way to get to win-win results for both parties?\r
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HOW: Putting in place a solid CCM function: The only answer to both questions is the Commercial & Contract Management function. More companies are recognizing this - not just in the creation of the function but in the elevation to the C-Suite - where the decisions need to be made and effectuated. We will try to address the attributes of a good CCM and the right internal governance within the company to maximize results.
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