Sorry folks, but it is TRUE. For the sell-side account manager, her/his role in post-award contract management is more fully defined, recognized and valued by the supplier because it is in essence a customer satisfaction function.
Buying companies tend to overlook the post-award contracting functions: performance management, relationship management, contract modification, and non-legal dispute resolution. Too often these functions are undefined, not viewed as requiring special skills or training, and as having little or no impact on the bottom line. These opinions are completely wrong and add to the drip, drip of lost value over the life of the contract.
Unfortunately, post-award management directly impacts the bottom line, nearly every day. Nevertheless, there are some best practices that both buy-side and sell-side contract professionals can implement to ensure a successful contract delivery.
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