name: inverse layout: true class: center, middle, inverse --- # High Performance Contracting --- # The goal? --- # Maximise profit --- # How do we do this at scale? #### Delight our customers #### Delight our people #### Delight our lawyers --- # What do we choose? #### Make $100m by signing one contract in one month? #### Make $100k by signing 500 contracts in one month? --- # What do we choose? #### Spend the most time possible drafting contracts? #### Spend the least time possible drafting contracts? --- # What do we choose? #### Fight our customers? #### Propose solutions, ask our customers what they want, then figure out how to give it to them? --- # How? #### Simple rules #### Clear rules #### Binary rules --- # How? #### Our sales partners currently enter their deals in a workflow system (e.g. SalesForce) #### They fill in a legal request form #### Our job is to get from request to contract as quickly as possible while protecting our company --- # How? #### Contract templates for all our product types #### Simple binary rules for moving from these templates to signed contracts #### A process that works if we start from our base contract template #### A process that works if we start from our client's base contract template #### Radical transparency #### High performance task management --- # Radical Transparency --- # High performance task management #### Each contract negotiation is a project #### Our job is to close the contract as quickly as possible while delighting our customers and protecting our company --- # How do we do this at scale? #### We say what we do #### We do what we say --- # How do we do this at scale? #### Delight our customers #### Delight our people #### Delight our lawyers --- # How? #### Each contract is a partnership between sales, legal, product, tax, finance, security, and our other teams #### Closing a contract involves getting a set of tasks done as quickly as possible #### Tracking these tasks to completion is our primary goal #### We relentlessly focus on closing open loops --- # How? #### Each project has an owner of the next step #### Each project has a due date for this next step #### Each project (i.e. contract) has a due date to close and sign (Lean, Agile, The Toyota Way / Kanban, GTD) --- # How? #### Analytics - all information regarding all contracts is available to all stakeholders in our workflow system (e.g. SalesForce) #### High cadence task management #### All tasks have a next step and a due date or they are closed --- # How is work prioritised? #### Each GM can see and prioritise all of their matters #### Our default is that matters with the highest profit take priority #### GMs may change priorities for their matters based on their strategic goals --- # Each project is a joint effort #### We work for and with our sales partners #### If a sales partner does not perform the next task, the matter is closed or de-prioritised to make way for active matters #### If any other stakeholder does not hit deadlines this is clear to all in the system #### Great analytics in our workflow system (e.g. SalesForce) results in radical transparency #### Our customers are our partners #### Our customers are on our team --- # Conclusion #### Delight our customers #### Delight our people #### Delight our lawyers --- # Questions?