It’s no longer enough just to buy capability. Increasingly, buyers want to bolster their confidence that the money spent will deliver tangible business benefits by sharing the risk with suppliers through proactive and transparent contracts.
Intelligent sales organisations recognise the opportunity that this provides to create long-term and mutually rewarding partnerships but they are understandably nervous of performance guarantees when requirements are so rarely stated as clear, measurable benefits.
Both organisations want the contract document to include a delivery framework which is easy to understand and robust.
Globally-recognised best practice benefits realisation tools:
Cambiel provides support for:
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