A structured commercial approach sends a strong signal that builds respect with customers and suppliers.

Despite the fact that many contracts effectively gather dust on office shelves, their ongoing use and subsequent renegotiation is a valuable tool in generating commercial respect with your suppliers and customers. Why is commercial respect important? Because it equals getting what you want out of future business dealings.

Examples of what a structured approach can realise:

• risks are shared out and priced accordingly;
• the optimum contract price is realised;
• upfront costs are identified and prepared for;
• compensation clauses are set against performance measures;
• arrangements for flexibility are built in;
• a dispute resolution processes is agreed; and
• the process of termination is set out.

Having worked in the highly commercial environment of the private finance initiative (PFI) I understand how commercial agreements can be used to facilitate the financing, building and operating of multi-million pound projects such as general hospitals.

I can help with your commercial approach, undertaking an audit of your existing contracts, identifying commercial gaps and helping you develop solutions to address those gaps.

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