What is the Purpose of Your Contracts?

We spend most of our working lives drafting and negotiating them, but is the objective we have for our contracts aligned to that of our CEO? Our Sales Director? Our CFO?In our commercial world, the contract acquires a life and an importance of its own. It's easy to become detached from the objectives of the business as a whole, focussing instead on the approved drafting in our document libraries and negotiation playbooks.This interactive 'Thought Leadership' webinar, facilitated by author, speaker and commercial contract specialist Tiffany Kemp, explores ways in which we can maintain the essential link between the business and the contract.The webinar considers the mechanisms through which the contract can reflect the aims of the leadership team, and the different approaches we can take to indemnities, payment terms, intellectual property, limits of liability and contract scope to ensure we remain in step with the changing demands of our business.Listen to this lively and challenging session to contribute your thoughts on how to align the commercial function with the business as a whole, and demonstrate the central role of the contract in building and maintaining profitable and successful commercial relationships.Our expertTiffany Kemp, DevantHaving begun her career as an engineer, developing military radio, Tiffany Kemp has held senior positions in product development, delivery and support organisations for Racal, TSS and Anite Telecoms. During a brief but successful spell in a sales role, she learned about the positive and negative impacts contracts can have during the sales cycle. She subsequently led international bid teams and negotiated EMEA-wide telecoms billing software contracts for Convergys, before leaving to found Devant, a niche commercial contracts consultancy, in September 2003.During the last decade Tiffany has negotiated many hundreds of deals with companies as diverse as Bank of America, Canal Plus, Vodfone and Mothercare. She has drafted thousands of contract pages, encapsulating innovative ways of delivering products and services around the globe as well as more prosaic agreements covering everything from software licensing and support, to joint ventures, reseller relationships and patent licensing agreements. And she has trained hundreds of contract professionals, sales people and company directors in the noble art of creating commercial relationships that deliver lasting value to all parties concerned, becoming an IACCM Accredited Training Partner in 2011.Tiffany's book, 'Deal Makers - how intelligent use of contracts can help you sell more and deliver better' is aimed at bridging the gap between business and commercial functions and empowering sales and delivery professionals to engage actively in the contract negotiation process. Liz Benison, President, UK AND IRELAND, CSC, commented 'As someone who has to manage the tensions within bid teams, as well as with external parties, I can see me handing [Deal Makers] out as a form of 'marriage guidance.''