Are contract defects hurting you?

Do you find yourself constantly making excuses for the poor performance of your global service providers?

If so, one important root cause could be a badly-drafted contract.

Sure, your legal and purchasing people checked every word and every clause before you signed anything. But how carefully did they analyze the business factors that make sure that the global sourcing relationships succeed? Most likely, they just told you, "business issues aren't our job."

The result is predictable. Costs mysteriously rise. Chronic problems emerge with service quality, customer satisfaction, staff turnover, and reporting. Your in-house staff grumbles constantly about slow response time and broken promises.

Well, I can probably help. Here's what I propose:

  • First, let's talk. Send me an email to set up a call to discuss your situation -- What's working, what's not working, what you'd like to see happen--all the basics.
  • Then I can do a high-level contract review. I'll analyze your current contract. I'll identify problem areas and make recommendations about how to negotiate better terms. Some issues can be addressed even if your contract is not yet up for renewal.
  • I can also help shape an entirely new approach.Currently, many companies are moving toward an "outcome-based" vendor relationship model that involves greater shared responsibility for success. I can advise you on best practices and I'll work with you to define metrics, organizational changes, and processes.
  • Finally, I can play a role in the actual negotiation process. I'll work with your legal and purchasing team to make sure your next contract contains the right guarantees, incentives, and performance metrics. Moreover, I understand the cultural and economic issues on both sides of the table, so I can often spot hidden obstacles and offer solutions that leave everyone smiling.

Is this a conversation you'd like to begin? If so, please email me to set up a call. We'll explore how you can build a new, improved framework for mamanging global vendor relationships.

I look forward to hearing from you!


         M. M. (Sath) Sathyanarayan
         Principal,  Sath Associates LLC,  San Diego, CA          

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