Commercial Contracting Process, Evaluations, and Metrics

April 21, 2016 BACK TO RESOURCES

OBJECTIVE:

To provide industry benchmarks relating to contract performance reports and to provide executive-level contract management report summaries that quickly gauged contract performance.

APPROACH:

ADVI helped the client to understand different ways of looking at account performance and to embed contracting metrics into the contracting process.

  • Redesign contract reports into a useful marketing-type tool rather than a financial scorecard but containing the required financial information
  • Develop frequency of reporting metrics for the various contract reports to allow for continued production
  • Introduce graphic ways of tracking contract performance of like accounts to determine the high-performing from low-performing accounts
  • Standardize the field data into an expected results metric for measurement purposes
  • Commence business reviews that included the redesigned contract reports that allow for better contract-related decisions

OUTPUT:

The client was able to provide senior management with a useful contracting scorecard that quickly depicted account-level contract performance and aided in better contracting decisions, resulting in millions of dollars of rebate savings.