This document summarizes a presentation on the future of contract management. It discusses the results of a survey that found most see contracts shifting from legal instruments to economic instruments. It also shows charts on where organizations currently are in contract management maturity and where they want to be by 2020, with most aiming for a fully integrated contract lifecycle management system. The key steps identified to achieve this are departmental collaboration, executive sponsorship, and developing an enterprise contracting strategy. The document promotes sharing the session content through mobile apps and social media.

1. B S
The Future of
Contract
Management
IACCM
Kommercialize
Baker & McKenzie
© 2012 Ariba, Inc. All rights reserved.

2. Our Speakers
Tim Cummins Adrian Furner Steve Holmes
CEO Founding Partner & Partner
Director
International Association for Kommercialize Baker & McKenzie
Contract & Commercial
Management
2 © 2012 Ariba, Inc. All rights reserved.

3. The Future of Contract
Management
• What will contract management look like in 10 or even
five short years from now? The world’s leading
Contract Management association looks at business
and YOUR future. IACCM surveyed industry
innovators for their visions around Contract
Management and shares their findings.
3 © 2012 Ariba, Inc. All rights reserved.

4. The Contract
Will there be a shift in the emphasis between contracts as a legal instrument
versus contracts as an economic instrument?
No
39%
Yes
61%
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5. The Approach
5 © 2012 Ariba, Inc. All rights reserved.

6. Lifecycle Maturity
Where we are
Where is your organization in terms of CM maturity?
Processes are manual and contracts are not centralized in
a repository. Standard templates may exist (not
6% centralized) and terms may be consolidated in an Excel
spreadsheet.
10% 21%
An electronic repository exists including some contracts
and perhaps templates.
The repository includes most active contracts, templates
and a clause library. Automated work flow . A decision has
21% been made to acquire a Contract Lifecycle Management
(CLM) Solution.
CLM Solution has been implemented. Performance and
compliance data is monitored.
42%
The CLM tool is part of the overall enterprise information
system (e.g. interfaces with ERP, supply spend and CRM
systems). All types of contracts (procurement, sales and
internal) are managed.
6 © 2012 Ariba, Inc. All rights reserved.

7. Lifecycle Maturity
Where we want to be
Where would do like to see your organization in 2020?
An electronic repository exists including some contracts
4% and perhaps templates.
14%
The repository includes most active
contracts, templates and a clause library. Automated
work flow . A decision has been made to acquire a
Contract Lifecycle Management (CLM) Solution.
18% CLM Solution has been implemented. Performance
and compliance data is monitored.
64%
The CLM tool is part of the overall enterprise
information system (e.g. interfaces with ERP, supply
spend and CRM systems). All types of contracts
(procurement, sales and internal) are managed.
7 © 2012 Ariba, Inc. All rights reserved.

8. Lifecycle Maturity
How we’re going to get there
Three steps that will be most important to achieve your goals
70%
60%
59% 1. Departmental Collaboration
51% 2. Executive Sponsorship
50%
3. Enterprise Contracting Strategy 43%
40% 38%
30%
30%
22%
19%
20%
13%
10%
0%
Getting executive Closer collaboration with Better comfort around Cooperation with IT (e.g. Connecting with other Develop clear alignment Develop enterprise Improved functionality in
management legal, procurement, sales security and documents supplementing ERP systems for compliance between business contracting strategy a Contract Management
sponsorship of a contract and other departments residing in the cloud and/or moving to the such as e catalog and strategies and market tool - please note
automation initiative / working together cloud) purchase order policies and the internal specifically in comments
Creating a compelling generation or order performance
business case for management for the sell measurements
sponsorship side
8 © 2012 Ariba, Inc. All rights reserved.

9. And Now Our Panel
Tim Cummins Adrian Furner Steve Holmes
CEO Founding Partner & Partner
Director
International Association for Kommercialize Baker & McKenzie
Contract & Commercial
Management
9 © 2012 Ariba, Inc. All rights reserved.

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