CMKC Insights
Spring 2007, Issue 1

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In This Issue

Do You Really Need a CLM Solution?

It's a legitimate question. And the fact is, not every company has the volume of contracts to justify a Contract Lifecycle Management (CLM) solution. The need for a CLM solution generally arises from a requirement to improve contract-related operations in one (or more) of five key areas. Read more

Aberdeen Group: CLM Can Help Speed Revenue Capture
and Control Leakage

According to a December 2006 Aberdeen Group report, "Contract Management: The Quote-to-Cash Cycle," 18 percent of an enterprise's sales cycle is occupied with contract creation, negotiation and approval--activities that delay revenue bookings and add costs to the sales process. What kind of revenue impact can such a delay have? You may be surprised. Read more

Success of Bundled Offers Depends on Effective
Contract Management

They're becoming a "price of entry" or competitive necessity. Customers view them as an important value-add. You may have to use third parties to offer them. We're talking about bundled or multilayered offers. Discover how you can use contracts to reduce the complexity of bundled offers by codifying key relationships. Read more

The Contract as a Tool to Enhance Customer Service

There's a gap in typical Customer Relationship Management (CRM) solutions: information pertaining to the specific services that customers are contractually entitled to. You may actually be giving your customers more (or less) service than what they paid for. There is something you can do to fill the CRM gap. Read more

Contract Masters Enable ERP-Based Transaction Validation

Ever heard of a "contract master"? It's a new approach to compliance that's taking hold in the CLM industry that enables transaction validation to occur within the ERP environment. Find out the key to getting started. Read more
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What Others Are Saying


"Acquisition Reform--What Should It Look Like?" by Randall C. Burleson and Lynn Wilson, Contract Management Magazine, March 2007:

"Who among us has not heard of the recent Department of Defense (DoD) procurement scandal involving former Air Force acquisition executive Darleen Druyun? What about the overpayments to fuel subcontractors in Iraq? Or the infamous $11 timer switch that the U.S. Navy paid $256 for?" Read more

"Governance--What Governance? Top Ten Most Frequently Negotiated Terms Reveal Continued Focus on Failure," IACCM Survey Results:

"Once again, the results for 2006 indicate many opportunities for rethinking the role of contracting in shaping relationships, supporting brand image and as tools for sophisticated risk management - as opposed to blunt instruments for risk allocation." Read more

"Complexity Offers Career Opportunity," IACCM Newsletter, February 2007:

According to McKinsey, the top strategic management consultants: "Tacit interactions demand that employees make judgments based on experience and be comfortable with ambiguity. Those who undertake these interactions command higher salaries and have a disproportionate impact on the organization. Companies that make these employees more effective and efficient stand to reap huge gains." Read more


By the Numbers


Sarbanes-Oxley spending pegged at $6 billion according to AMR Research

"Corporate spending to comply with Sarbanes-Oxley accounting legislation is likely to hold steady at $6 billion in 2007 as smaller companies are required to comply with some sections of the law for the first time...."


Study: Restatements Up, But Sarbox Works


Companies with U.S.-listed securities filed 1,538 financial restatements in 2006, up 13 percent from what had been a record number in 2005, according to an annual study by Glass, Lewis... There was a 14 percent decrease in the number of restatements from companies that were mandated to comply with Section 404 of the Sarbanes-Oxley Act. (Source: CFO.com, February 28, 2007)





 
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