Contract Management ACC Europe Annual Conference June 1st, 2015

Completeness is forever gone Commitment is weak Complexity is increasing Transactional vs. Relational The origins

C1. Creation C2. Negotiation C3. Validation C4. Performance C5. 1 Close- out / C5.2 Renewal The Contract Lifecycle

Global and lateral vision

Techniques CONTRACT / LEGAL FINANCE PROJECT Skills Risk management Conflict resolution Technical knowledge Negotiation Commercial know how Qualities Leadership Adaptability Creativity Open minded Autonomy Team spirit Top compentencies

Creation Decrypting RFP First risk analysis Coherence RFP vs Bid Contract drafting Creating relationship Negotiation Lead negotiator Preparation Internal reporting Coordination and consolidation of different visions Validation Policy gatekeeper Contract validation Contract signature Document management Handover C1 C2 C3 CM role in pre-sales phase

CM role in post-sales phase Performance The sky is the limit Close-out Turn off the light C4C5

All in all (1/2) Anticipate, identify, manage and mitigate commercial risks and issues to your organization Help drive the maximization of program revenue and margin Provide the project delivery team with awareness and guidance on the contracts (with client and partners) and associated risks Help the delivery team identify, understand and invoke the organization’s contractual rights SME for commercial/contract negotiations arising during delivery Ensure all parties to the contract comply with their commercial and contractual obligations and that your organization do not “over deliver”

All in all (2/2) Identify and commercially manage scope creep/delivery shortfalls, deploying change control processes Provide support to ensure compliance with contracts, laws and regulations Facilitate client and partner commercial relationship while securing your organization’s own interest Implement commercial standard best practices within the project team Invoke document control and management processes to ensure compliance visibility Monitor & Report on the project progress from a CM perspective and escalate when necessary Work with pre-sales to provide commercial delivery requirements and experience (lessons learned)

CM Processes 1. Contract Awareness 2. Negotiation sequencing 3. Risk & Issue management 4. Change management 5. Communication management 6. Conflict resolution 7. Deliverables management 8. Sensitive data administration (IP, DP, Confid.) 9. Commercial levers 10. Contract close-out o Subcontract management o Lessons learned

CM and other functions Contract Manager LEGALFINANCEAUDITBIDSALESPROJECT

Different profiles

Portfolio Off shore Dedicated SWAT TEAM ? Different models

? ? Contract Management ? Different visions

Co-responsibility on financial optimization (measurable R.O.I) Demonstrating value-add through KPIs and appropriate reporting Being unique: global and lateral vision (i.e.: new cycle) Doing what others hate doing or can’t do (i.e.: contract awareness, conflict resolution) Facilitating compliance (i.e.: Sarbox / LSF) Playing with contingency Value-add

Thank you!