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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