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  "Our Take"

(Past Editions by: Date, Title, Topic)

 
About "Our Take" 
"Our Take" is a collection of daily vignettes covering a wide range of CRM topics. It's an attempt to add our own spin to the world of CRM. We will use the column to share our perspectives, opinions, epiphanies, web nuggets, or quite frankly anything that moves us. Get ready to expect the unexpected. And, don't be shy about sharing your thoughts.
 
 
6/14/06 - Getting the Deal Done
A key part of any sales effort is getting the deal done. Often the effort immediately prior to the close of the deal involves hammering out the details of the sales contract. But what happens after the lawyers have added their two cents and the authorities have signed on the dotted line?
 
Of course, many contracts help manage or mitigate risk. In addition, contracts often spell out the scope of what is to be delivered and how. That means it is a living document that is often a roadmap to the customer relationship. Unfortunately, it is often filed away and forgotten.
 
So how do you manage your sales contracts and how does that compare to best practices? To learn more, you might want to read this Aberdeen research note on The Contract Management Benchmark Report which is available to CRMAdvocate subscribers at no cost.
 
Gary Lemke, Publisher
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