Latest Research

Most Negotiated Terms 2020: What’s new?

Most Negotiated Terms Contracts continue to under-perform and most negotiations seriously underdeliver on potential value.

This finding is not new, but the COVID-19 pandemic has accentuated the extent of failure and the scale of the opportunity to improve.

The Insights Challenge

We all understand the importance of knowledge in business. Without it, how can we understand our marketplace? Who are our buyers and our vendors? What do we need to know to make our business succeed?

This report highlights the importance of knowledge and data in helping us to make those key business decisions. It also demonstrates the key challenges in sourcing up-to-date relevant information.

Business Impact of Coronavirus: Emergence

Tests of public opinion show that people do not want the world to return to the way it was before, a view that is overwhelmingly endorsed by the contracts and commercial community.

88% hope for increased levels of collaboration and a more ‘fair and reasonable’ approach to negotiations.

2019 Benchmark Report

Most Negotiated Terms Contracts continue to under-perform and most negotiations seriously underdeliver on potential value.

This finding is not new, but the COVID-19 pandemic has accentuated the extent of failure and the scale of the opportunity to improve.

Unpacking Relational Contracts Report

Today’s relational contract is not the informal ‘handshake’ deal from a bygone era, but rather a formal relational contract depicted by a highly-collaborative relationship where the parties consciously choose to make social norms contractually binding.

Modern relational contracts also explicitly describe joint governance processes, which the parties use together to manage risk and uncertainty.

Fair Contracts for ‘As a Service’ Report

The objective of this paper is to give a reference point for contract terms in the technology and platform-based As a Service (or aaS) marketplace. The intent is to introduce some balance and consider both provider and buyer perspectives.

Our overall aim is to narrow down the scope of issues requiring negotiation in one-to-many technology aaS environments. This will have the positive effect of reducing friction between parties and improve go-to-market speeds.

Post Award Summary Report: The Value Compliance Uncertainty Framework (VCU)

The economic value of contracts is gained or lost during the post-award phase, yet a study conducted by World Commerce & Contracting has confirmed that there is no established ‘best practice’ governance model to safeguard their performance.