The second in a series of articles on contract management.

This article argues that a company's contracts should be the vital link between its sales efforts and its actual performance under the contract.

People running their own companies, necessarily being optimists, usually believe that, if potential customers only knew how good their company was, they would beat a path to their door. Your contracts should help make that happen, but they probably don't. If your company is like most, your contracts are seen as irrelevant to the sales effort, if not an outright impediment. This is a major mistake, because your contracts, if properly used, can be a powerful and effective tool for increasing sales.  Continue reading....