Since 2013, Merrill Corporation has commissioned a series of research studies to investigate and understand contract management best practices and challenges among U.S. companies.\r
In the most recent study, conducted in July 2015, an independent research consultant along with Merrill Corporation developed an online survey for contract management professionals to gain insight into how contracts are currently being managed and into the real and perceived challenges of implementing contract management systems.\r
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The objectives of the survey were to:\r
- Understand how contracts are currently being managed\r
- Assess contract management pain points\r
- Identify the real challenges and frustrations experienced by those who have implemented a \r
contract management solution\r
- Identify the perceived challenges and frustrations of contract management implementation among those who have not yet adopted a solution\r
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Getting multiple people to agree to approve your contract management solution deal doesn't have to be a challenge. In this session both buyers and sellers will learn the tools and techniques needed to talk to stakeholders in a way that helps them: \r
Accept the need for change by defeating the status quo argument\r
- Be more aware of the underlying, and sometimes hidden, reasons stakeholders use to say 'no'\r
- Be better prepared with techniques to ferret out those reasons and to then address them in a realistic manner\r
- Able to demonstrate the value to the organization in a way that gets them to say 'yes'
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