by Jeanette Nyden | Jun 11, 2021 | Business Relationships, contract management, contract negotiations, negotiations
Termination clauses Either for convenience or for cause, include a notice to the supplier but do not set forth the structure to unwind the business relationship. In fact, these clauses may provide incentives for the supplier to “dump and run”, stripping resources from...
by Jeanette Nyden | May 10, 2021 | Business Relationships, contract negotiations, Innovations, stakeholders, Trust
Savvy buyers Savvy buyers will often leverage market competition to seek pricing in more than one way, or with greater granularity than they may ultimately contract for. For example, buying organizations will ask for a firm fixed fee and a cost-plus management fee for...
by Jeanette Nyden | May 6, 2021 | contract management, contract negotiations, stakeholders, Words
Ok. Exaggeration alert. I don’t hate them the way I hate Okra or cleaning the litter box. But, when stakeholders think that a complex multi-Billion dollar deal can be contracted for a “fixed price” I feel like yelling WHHAAAT??. Which I don’t – or wait until I am on...
by Jeanette Nyden | Mar 30, 2021 | Business Relationships, contract management, contract negotiations, risk management
Customer/Supplier Relationships Each customer/supplier relationship will require its own level of contract management correlating to the level of interdependence and complexity. The contract professional’s goal will be to easily identify the appropriate level of...
by Jeanette Nyden | Mar 23, 2021 | Business Relationships, contract negotiations
I’ve been asked many times, “What should I do if I’m less powerful than my counterpart?” Power plays an important role in throughout the entire contract life cycle. As it relates to the contract professional, power is your ability to alter other people’s...
by Jeanette Nyden | Oct 27, 2020 | Business Relationships, performance measures, Words
There are two reasons why performance measures don’t guarantee performance. In this article, I offer a solution to developing performance measures that actually drive performance. Click here to read the first and second articles discussing the two reasons. In this...
by Jeanette Nyden | Oct 20, 2020 | Business Relationships, performance measures, Words
There are two reasons why performance measures don’t guarantee performance. In this article, I address the second reason performance measures don’t guarantee performance. Click here to read the first article discussing the first reason. In the next article, I will...
by Jeanette Nyden | Oct 12, 2020 | Business Relationships, Words
There are two reasons why performance measures don’t guarantee performance. Read below for the first reason. This article is part 1 of a three-part series. In part two, I will outline the second reason, and in part 3 I will offer a solution. What follows is an excerpt...
by Jeanette Nyden | Oct 6, 2020 | Business Relationships, Trust, Words
Trust is the core quality of any collaborative partnership. Companies with high degrees of trust can spend their energies leveraging each other’s core strengths and creating value, rather than on compliance, enforcement, or worse, fighting metaphorical fires as a...
by Jeanette Nyden | Mar 12, 2020 | Words
Raise your hand if you can handle one more thing on your plate right now. No one can. It seems like everyone spends their time putting out one fire after another. Today more than ever before, negotiations happen in pieces and on the fly. You might quickly shoot off an...
