Deal Makers: How intelligent use of contracts can help you sell more and deliver

Description: Deal Makers by Tiffany Kemp In this straightforward look at how contracts are used in everyday business life, youll find this book an invaluable and very readable companion to your commercial negotiations. FORMAT Paperback LANGUAGE English CONDITION Brand New Publisher Description In this straightforward look at how contracts are used in everyday business life, Tiffany Kemp shows us how to use contracts to help us build stronger, more profitable relationships with our customers.If youve ever wondered why lawyers object to you offering clients your best endeavours, or whether time is of the essence means anything more than get a move on, youll find this book an invaluable and very readable companion to your commercial negotiations. And if youve always considered legal and commercial to be the Sales Prevention Squad, youll learn how they can become your greatest allies in closing and delivering profitable deals. Author Biography Tiffany Kemp lives in Berkshire with her husband, two children and dog. She discovered contract law in 1998, when she realised that the contract negotiations she was conducting in her sales role might be a bit more successful if she had a clue what she was doing. After trying without success to find a contract law for non-lawyers class at her local college, she bit the bullet and completed a Masters Degree in Business Law at De Montfort University. In 2003 she created Devant, a company dedicated to helping small and medium sized companies punch above their weight in their contractual relationships. Her engineering background (she started her career as an RF engineer, developing military radio for Racal) stood her in good stead, enabling her to overcome the lawyer phobia of her early clients by talking about what they did, and how they did it. Devant has grown since the early days but remains focused on seeking out new ways to help companies structure, contract for and deliver better deals. Today, Tiffany is a speaker, trainer and mentor, encouraging business leaders to engage with the contracting process as a positive contributor to their selling and delivery success. Table of Contents Praise for Deal MakersAcknowledgementsPreface1. The Sales Prevention Squad is on your side!Those who sell and those who dontThe Squad are there to keep you out of troubleYou may be perceived as a lion hunterLifes too short for internal battlesContracts can help you sell2. The contract provides your User Guide for the relationshipContracts are just tools – how you use them is up to you!Relationships need rulesCreating your User Guide: the three main functional areasYour contract should be easy to understand!How to make a legally binding contract3. The small print matters – so keep your lawyers on sideSmall print and legalese are not helpful but theyre still commonThis book will help you understand key legal concepts and contract terms but it wont turn you into a lawyer!If your lawyers trust you, life will be easier and sales will close fasterFind the right way to engage with legal counsel – one that works for you and your organisation4. What youre selling should match what the clients buyingThe no.1 reason for contract disputesWriting good specifications can be toughProposals, SoWs and Order FormsFind out what your client thinks theyre buyingValue = meeting the right wants and needs for an acceptable priceUse acceptance to check youve done what was agreed5. Help your clients make the project a successUnderstand who youre selling toLack of clarity about client contributions causes problemsYour client will appreciate this conversation6. If you want your commission, help your company get paid!Linking your personal success to the companysDefine clear invoicing milestonesDefine clear payment termsMake sure your company gets paid!Give yourself tools to address late payments7. The way you deal with problems shows your true mettleWarranties – addressing delivery problemsAddressing problems with scopeMake customer support a key selling pointIf all else fails, escalate – practical dispute resolution8. Why limits and exclusions of liability are importantLitigation is a losing gameA limit of liability caps your exposure if you breach the contractLiquidated damages arent always as bad as they soundExclusions of liability prevent the client claiming certain sorts of lossesYou must leave the other party with some remedyIndemnities dont help anybodyCheck your insurance before making concessions9. Confidentiality and Data Protection protect business and personal data respectivelyYou have an automatic right to confidentiality but the contract can make it stronger and easier to enforceConfidentiality should be mutualThe EU Data Protection Directive has changed the global data protection landscapeInternational data transfers are complex (and getting more so…)Freedom of Information or breach of confidence?10. Intellectual property rights are rights in our intellectual creationsDifferent classes of IPRs are protectable by lawIf you own an IPR, you control the right of others to use itEnhancing your product for a client creates a complex IP landscapeSoftware licensing models are evolving all the time11. A whistle-stop guide to the legalese at the back!Applicable LawAssignmentContracts (Rights of Third Parties) Act 1999Endeavours – Best and ReasonableEntire AgreementForce MajeureIndependent ContractorNoticesSeverabilitySurvivalTerm and terminationTime is of the EssenceVariations12. Manage the contracting process to improve forecastingNow you understand the nuts and bolts, you can take controlBe clear about your objectivesUnderstand the clients objectivesUse the negotiators toolkit to become a more effective negotiatorGetting your deal to signature is cause for celebration!Onwards and upwardsAbout the author Review "What a wonderful and hugely practical book. I have run my own business for 25 years but learnt so much from just the first few chapters!The quick summaries are extremely helpful for reminding you what to look for. This is a book that should permanently live on your desk, and be given as a must-have to anyone who touches your contracts." -- Jo Haigh LLB AAT ACS CF, Corporate Financier, Partner FDS CFS"Many sales people find contracts intimidating, or something to be avoided until the last moment. They are often hard to understand and full of unpleasant threats. Yet there are some who use contracts to establish competitive advantage and sustain positive relationships. This book will equip its readers to grasp these benefits, turning the contract and its negotiation into a tool for winning. Read it now!" -- Tim Cummins, President, International Association for Contract & Commercial Management"Tiffanys book is like a Swiss army knife: it contains plenty of tools and you may find yourself using one of them every day. Resourceful sales people will soon have it in their pocket!" -- Anne Jeanpetit, Contracts and Negotiation, Microsoft"There are many books on the art and science of selling, but whilst hooking the fish is one thing, landing the catch is another. In this book Tiffany aims high and delivers pragmatic guidance on securing the contract and building relationships, both within an organisation and with its customers. She does not shy away from explaining notoriously knotty issues such as limitations of liability and contract indemnities. In her inimitable and open style, Tiffany draws on her experience to convey the messages in a remarkably concise, clear and memorable way. Lawyers, both in-house and external, would be well advised to encourage their clients sales team to read and digest this!" -- David Berry, Partner, Charles Russell LLP"In my role I have an increasing level of responsibility for the agreement of our contracts. Before reading this book I felt I understood the contractual terms involved but was aware that I didnt have a great depth of knowledge regarding the cause and effect of each one. The book certainly helped on that front, but its greatest value to me was in setting out how useful an understanding of contracts, and the actual document itself, can be in the sales process, as opposed to a necessary evil that will only cause problems when you thought the end was in sight. The clarity and logical sense this book applies to each aspect of the contract document made it both an enjoyable and enlightening read." -- Daniel Hosking, Account Director, Questers Group"I thought I knew this stuff, until I started reading. This book was a great refresher in parts, filled in some gaps and exploded some myths. As someone who has to manage the tensions within bid teams, as well as with external parties, I can see me handing this out as a form of marriage guidance." -- Liz Benison, President, UK AND IRELAND, CSC"A concise and user-friendly introduction to dealing with Business Contracts in laymens language. Invaluable for anyone involved in the contract negotiating process, helping them to decide when external legal advisors need to be involved and how much can be safely dealt with internally. Lots of useful summaries and all the key issues are covered in a clear, easy to read manner." -- Peter Lingham, Managing Director, The NAV People"As someone who normally cannot get going with self-development books and whose mind normally wanders off to other things, I cant actually stop reading! Im taking so much on board, thanks to the blend of language, examples and stories. Genius!" -- Amanda Beswick, Account Director Review Quote "What a wonderful and hugely practical book. I have run my own business for 25 years but learnt so much from just the first few chapters! The quick summaries are extremely helpful for reminding you what to look for. This is a book that should permanently live on your desk, and be given as a must-have to anyone who touches your contracts." Details ISBN1908746734 Author Tiffany Kemp Pages 280 ISBN-10 1908746734 ISBN-13 9781908746733 Year 2013 Format Paperback Country of Publication United Kingdom DEWEY 346.4102 Illustrations Illustrations Short Title DEAL MAKERS Language English Media Book Publication Date 2013-01-25 Place of Publication St Albans Imprint Anoma Press Subtitle How intelligent use of contracts can help you sell more and deliver better AU Release Date 2013-01-25 NZ Release Date 2013-01-25 UK Release Date 2013-01-25 Publisher Rethink Press Alternative 9781908746917 Audience Professional & Vocational We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:50847326;

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