It is two years since we last interviewed M.C. McBain, IBM's Vice President Global Alliances & Contract Development . Since then, IBM was the inaugural winner of our ‘Most Admired Companies for Contract Management’ and has undergone significant evolution in the way it handles terms and conditions development and negotiation. This interview offers an update to the IBM approach to contracting – both in terms of supporting product and service solutions and in ensuring that the contracts themselves represent solutions to customer and market needs.
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