Contract and commercial management : the operational guide / lead authors: Tim Cummins, Mark David, and Katherine Kawamoto ; contributory authors: IowaCCM. [print]

Contract management : a global context -- Understanding markets and industry -- Understanding requirements -- Financial considerations : understanding cost and setting charges -- Aligning risk through financial modeling -- Routes to market : partnerships, alliances, and distribution and sourcing options -- Request for Information -- Undertaking a terms audit -- Bid process and rules -- Request for proposal preparation and content -- Responding to a request for information or request for proposal -- Request for proposal management -- The influence of laws on the bid process -- Costs identification -- Opportunity evaluation -- Proposal preparation -- Evaluating the proposal -- Contract and relationship types -- Contract terms and conditions overview -- Technology contract terms and conditions -- Term linkages, managing cost and risk -- Statement of work and service level agreement production -- Drafting guidelines -- Approaches to negotiations : framing, strategy and goals -- Negotiation styles : positional versus principled negotiations -- Negotiating techniques -- Tactics, tricks, and lessons learned -- Manage phase overview -- Transition -- Risk and opportunity -- Monitoring performance, tools and techniques -- Change control and management -- Dispute handling and resolution -- Contract close-out and lessons learned -- Glossary -- IowaCCM training.

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