Latest Research

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.

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A growing number of organizations have begun to find ways out the contracting paradox, reducing the value leakage while becoming better at dealing with the uncertainty and complexity of the modern economy. What we see is the return of the relational contract, but in a new form.

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.

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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.

World Commerce & Contracting is a world-leading source of independent analysis, informed debate and influential thought leadership for innovation in global trading relationships and practices. Our outcomes deliver sustainable, achievable, ethical, solutions designed to foster economic growth.  

This year more than ever, our Most Negotiated Terms Survey and Report will be eagerly awaited for the insights it offers on the emerging focus for negotiations. As always, it will provide analysis by geography, industry, for sell-side and buy-side, supporting improved negotiation, planning and the advice you can offer your management. Complete the survey now to be among the first to receive a copy of the new report.

Most Negotiated Terms Survey in partnership with Icertis.

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Contracting (the process) and commercial management (the policies and practices that define the process) are of major importance to business and society. Together, they set the framework for trading relationships and trade is fundamental to the human world.

It is in this context that World Commerce & Contracting completes research to better understand how organizations structure themselves to develop, deliver and perform on their contracts. Our areas of interest are primarily in the business-to-business and business-to government categories and we examine the topic from buyer and supplier perspectives.

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A well-managed contracting process can deliver remarkable value. However, as the introductory infographic illustrates, frequently it is not well-managed. That is largely because organizations lack data – they are simply unaware of the costs (and missed opportunities) that result from today’s approach to contracting. Executives mostly accept that contracts are unintelligible and rarely question whether or how they could contribute to better outcomes.

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