Context
A mid-market company operating in the renewable energy sector wanted to professionalise its contract management practice and, to that end, to put in place dedicated processes and tools built around its pre-sales and project management processes. A clear objective was set: save time and secure contracts, both during negotiation and during execution.
The need
The client needed a rapid diagnosis of existing practices, so as not to create yet another form or spreadsheet, but rather to weave the new practices into the group’s current ways of working, avoiding needless resistance to change and delivering quick results.
How Prime Conseil stepped in
Over an assignment lasting a few weeks, our consultant began by collecting and analysing the existing material (bid evaluation grid, presentation and approval templates, project financial analysis, provisions tracking sheet), then met the various players across the contract lifecycle: business developers, pre-sales engineers, financial controllers, legal counsel, project managers and management.
Result
Instead of deploying new tools, we proposed embedding contract management into the existing tools and reducing their number. Management welcomed the proposal, as did the teams who use those tools day to day and whose workload was lightened.
Rolling out these new processes was also an opportunity to remind the various contract stakeholders, once again, what contract management really is.
“The best contract management process is the one teams don’t feel is imposed on them.”