This document summarizes the results of a survey conducted by the International Association for Contract and Commercial Management (IACCM) about the future of contract management. The survey found that 61% of respondents believe contracts will shift from legal instruments to economic instruments. Most organizations are in the early stages of contract management maturity, but want to advance to integrating contract management into broader enterprise systems by 2020. Key steps to achieve this include gaining executive support, cross-departmental collaboration, and developing an enterprise-wide contracting strategy.

1. B S
The Future of
Contract
Management
IACCM
Microsoft
Information Services Group
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2. 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.
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3. Our Speakers
Tim Cummins Michel Gahard Bill Huber
CEO Associate General Counsel Partner
and General Manager
International Association for Microsoft Corporation Information Services Group
Contract & Commercial (ISG)
Management
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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
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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.
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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.
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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
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9. The Panel
Tim Cummins Michel Gahard Bill Huber
CEO Associate General Counsel Partner
and General Manager
International Association for Microsoft Corporation Information Services Group
Contract & Commercial (ISG)
Management
9 © 2012 Ariba, Inc. All rights reserved.

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