Expensive wasted negotiation

Imagine paying for a hotel and then sleeping on the street instead. That’s exactly what so many companies do with their contracts.

Huge amounts of skilled and expensive time and effort go into negotiating the best terms for a deal. But when the deal is done the contract is either forgotten about or too much of a pain to dig out of your junkyard SharePoint setup. You don’t make use of any of the leverage you obtained. Like automatic price increases you could be making, deductions you could be claiming, and even exercising termination rights if you want to get out.

If you’re going to neglect the contract after it’s signed, you may as well stop paying those expensive teams that slow down deals to get the best terms. Alternatively, you could build a contract database and enjoy that hotel room.