Moving forward
So, you have achieved clarity on shared economic value in the planned deal. You are 95 per cent of the way to a contractible agreement. You have ensured that expectations and objectives are clear on both sides. It is time to press ahead.
But to do so you also need something else: checks and balances in place to ensure that the alignment and clarity you have worked so hard to achieve is maintained throughout the process. These effectively form the governance structure for the negotiation, and again they should be agreed explicitly by both sides.
One crucial shared element is a clear term sheet, setting out the underlying principles hammered out in the senior-level workshop. Another is agreement on the roles of the outside advisers. ...
Get Smarter Outsourcing: An executive guide to understanding, planning and exploiting successful outsourcing relationships now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
