TCO vs. ROI
February 9, 2008
Here’s some blasphemy for you: in my opinion TCO is not a critical evaluation parameter when considering the benefits of contract management. Instead, I favor ROI. What drove me to this conclusion is an experience I had about a year ago competing... Read more...
Contract Management in a New Political Environment
January 28, 2008
Call me sappy, but I’ve got this old fashioned notion that just as adults have responsibility for children, businesses should care for and protect their customers–and political leaders should do the same for the people they lead. Unfortunately, through,... Read more...
The GC as a Business Strategist
January 23, 2008
In the last post I mentioned that there are good reasons why GCs are increasingly getting involved with contract management. But the really interesting thing about this involvement is that it is actually resulting in a change in the GC role—and the... Read more...
Will the Real CLM Customer Please Stand Up
January 21, 2008
Here’s a bit of irony that I think will soon become a bit of history: Despite the fact that the General Counsel’s office (GC) in most companies carries responsibility for legal documents, the GC is not always deeply involved with contract management... Read more...
It’s Called Vendor Selection for a Reason
January 9, 2008
I’ve been accused quite often of overstating my case, or as my friends prefer to say, “beating a dead horse,” but I just can’t control myself. You’re about to discover that this especially holds true when it comes to software demos; I’m just... Read more...
Getting the Most from a Demo
December 19, 2007
I ranted and raved a bit in my last post about demos, and subsequently realized that I really should have included more about how to control the impact of a demo itself. So here are some suggestions: 1—Try to control demo content by specifying to... Read more...
Control CLM Acquisition Risks with an RFP-Driven Contract
December 14, 2007
Here’s an inflammatory statement for you: I believe that software demos should be considered as entertainment and sales engineers viewed as actors in TV commercials. Or, to put it another way for all you folks out there of my vintage who remember... Read more...
Pain Points are Defined by Customers, Not Solution Feature Sets
December 5, 2007
While on the subject of what vendors have been doing wrong (see last blog post) here’s another of my pet peeves. Why don’t CLM vendors view customer pain points in the same way customers view them? There’s a real Tower of Babel (or maybe just babble)... Read more...
An “Aha” Experience: The CLM Industry Needs an Adoption Model
November 30, 2007
At a recent customer meeting it became apparent to me that although the CLM industry as a whole is proud of the broad functionality included in the software it produces, few companies who implement these solutions really care about much of that functionality.... Read more...
Tip: One Way to Help Prevent CLM Failure
October 16, 2007
A little while back (September 5) I wrote a blog entry about the importance of commitment to the success of a CLM solution. I hope I didn’t leave the impression that this is the only reason CLM deployments fail because, unfortunately, there are plenty... Read more...
