If you were to ask your legal team how much of their day is spent on actual legal work — the kind of tasks that would represent billable hours in a law firm — how do you think they would respond? Maybe 75 percent of each day? 50 percent on a bad day? Less than 50 percent when things go horribly wrong?
Traditionally speaking, contract management has been the foundation of any effective quote-to-cash process. At every step, from the negotiation and creation of the contract through its execution and ultimate renewal, contract management has been the key to creating ironclad contracts that support solid customer relationships — and the organization’s revenue.
The process of contracting does not end once contracts are negotiated and signed. In fact, you might even argue that this is when the real work begins. That’s when both parties are now legally responsible for meeting the obligations of the contract. All too often, though, organizations have little to no insight into their contracts, leading to noncompliance with the stipulations of the contracts.
When your sales team lands a new contract, chances are they want to get the contract drafted and executed as quickly as possible. Not only does a fast sale mean that customers are receiving better service, but getting that business on the books means revenue for the company — and commissions from the sale.
In recent years, cloud-based solutions have become a key driver of efficiency and productivity within organizations of all sizes. One area that’s seen significant development is contract management. Contract lifecycle management has moved from the category of “we’ll look into that when we grow” to a must-have for businesses of all sizes. Contracts are the lifeblood of any thriving company, and without a tool to manage them from drafting through implementation, the enterprise faces significant risk, not to mention lost revenues and declines in productivity.
The U.S. healthcare industry is faced with constant disruption with new market requirements, new regulations and evolving reimbursement rates structures. Payers need to be able to adapt and respond to these changes faster in order to continue to thrive and remain competitive in a new age of digitization.
If you were to guess how much revenue you lose every year due to poor contract management, what would you say? 1 percent? Maybe 5 percent? Or maybe you don’t think that your contract management is costing you any money — after all, contracts are designed to make you money.
If you were to calculate the amount of time that your legal team spends on contracting, you might be astounded at the number of hours they devote to generating contracts, gathering approvals, and chasing signatures — not to mention, the time they spend searching contracts for specific language or tracking renewals and expirations. Or, if you needed insight into your existing contract portfolio, how long it would take your team to analyze every contract to find and report on the required information. All of those hours represent big money to your company — and in many ways, a waste of resources.
Contracts form the heart of your business. They determine how your company will generate revenue, outlining the obligations of both you and your customers — and the consequences should either party fail to follow through.
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