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GLS Contract Negotiation Playbook™ (GLS Best Practice Version)
A GLS best practice contract negotiation playbook
The Problem
Contracts can take a long time to close if only a few people in your organisation know how to negotiate them.
Related challenges include:
- your legal/procurement teams have finite capacity and resources
- not all contract negotiators are equal in skill and experience
- inadequate contracting support exposes you to legal, commercial and operational risks
- smaller organizations do not have many “expert” legal and/or procurement resources
- larger counterparties often bully your business team into submission
- your legal team’s limited resources are stretched to its breaking point
Wouldn’t it be good if your best contract negotiator could support every deal that you negotiate?
The GLS Solution
A GLS Best Seller
GLS Contract Negotiation Playbook™ (GLS Best Practice Version) is a game changing contracting support tool that supports both your legal team and, if you choose, your commercial negotiation team.
This legal team resource instantly upskills your contract negotiators (regardless of their level of experience) with a world class knowledge of:
- Key Clause Issues: how each key clause in your standard contracts work
- Clause Negotiation: how to negotiate each element of each clause
- Negotiation Strategy: the negotiation strategy that your business wants to follow
- Counterparty Objections: the arguments likely to be raised by the counterparty
- Counter Arguments: how to respond to known counterparty issues
- Industry Risk Indicator: where accepted industry risk lies in relation to each clause
- Clause Negotiability: which provisions can change with or without approval
- Escalation Pathways: how to escalate any issues you encounter and to whom
- Irritant Strategies: how to deal with common, annoying counterparty objections
- Business Sensitivities: specific issue sensitivities that exist in your business
GLS Contract Negotiation Playbook™ (GLS Best Practice Version) instantly:
- Experience Leverage: leverages up the contract support capabilities of a much larger team of people within your business, extending well beyond the borders of legal and procurement
- Negotiation Efficiency: enhances the performance capabilities of your contract negotiations by providing the guidance that makes for better, faster, safer and cheaper contracting outcomes
- Consistent Contracting: ensures that every part of your business is negotiating contracts in the same way to achieve a uniform legal risk profile over all contracts that are concluded
- Knowledge Capture: makes decades of the collective wisdom of scores of legal and procurement professionals available to anyone supporting your contract negotiations
With GLS Contract Negotiation Playbook™ (GLS Best Practice Version) there are no more weak links on your negotiating team and every negotiation becomes your best one yet.
For both big and small businesses alike, this best selling solution can help your teams conclude contract negotiations more efficiently whilst reducing overall resource expenditure of the legal department.
This solution comes “as is” - with all the hard work done by GLS - and ready for you and your team to configure/calibrate it to your internal ecosystem including any standard clause/language you typically use.
Problem solved.
Solution Deliverables
| Negotiation Playbook | Guidance on the 10 most litigated commercial terms of a standard commercial contract. |
| Your/Our Template | The GLS Playbook™ is calibrated to our world class templates. |
| Purpose Statements: | Each clause is accompanied by a "layperson accessible" overview of the purpose of the clause. |
| Negotiation Strategy: | Explains to the user what your defined clause negotiation strategy is going to be. |
| Negotiation Parameters: | Guides the user on precisely what changes (if any) can be made to your default contractual provisions. |
| Counterparty Issues: | Anticipated counter party issues. |
| Escalation Pathways: | A framework for you to efficiently identify the relevant escalation pathways in your organization. |
| Counterparty Rebuttals: | Arguments to rebut counterparty arguments. |
| Clause Risk Rating: | Indicates how important are the specific issues that each clause is seeking to address. |
| Key Clause Elements: | Breaks down each clause into its constituent elements to make it easier to understand. |
Solution SLA Options and US$ Pricing
| Column one | Column two | Column three | Column four | Column five |
|---|---|---|---|---|
| DELIVERABLES (Our Templates) | Basic | Standard | Advanced | Complete |
| GLS Essentials (Big 6 Legal) | ✓ | ✓ | ✓ | ✓ |
| GLS Standard (10 plus 2) | ✓ | ✓ | ✓ | |
| GLS Playbook Training | ✓ | ✓ | ||
| Playbook Maintenance Protocol | ✓ | |||
| Price (excl. VAT) | $3,999 | $6,999 | $7,999 | $9,999 |
Pricing Comparison
| Big Law Review | US Rate | GLS Cost | Minutes |
|---|---|---|---|
| Partner | $850 | $3,999 | 04h 42m |
| Senior Associate | $640 | $3,999 | 06h 12m |
| Blended Rate | $520 | $3,999 | 07h 36m |
| Associate | $480 | $3,999 | 08h 18m |
| Junior Associate | $420 | $3,999 | 09h 54m |
GLS RPLV Legal Operations Score
This solution’s GLS RPLV impact score:
| Resource Status: | Specialist | Repeater | Formative |
| Ease of Implementation: | Complex | Average | Easy |
| Value Demonstration/Visibility: | Low | Medium | High |
| Productivity Leverage Profile: | Low | Medium | High |
| IHL Line Optimisation: | Single | Multiple | All Lines |
IHL Critical Function Optimisation Targets
This solution enhances performance across the following critical in-house functions:
In-House Legal: Critical Functions / Processes
General Counsel
Contracting
Legal Tech
Compliance
Managed Service
Human Capital
Service Provider
Performance
Knowledge
IP
Internal Client
GLS has identified 15 critical in-house processes/functions that are present in every world-class legal department. To learn what these functions are, their composition and how they interrelate to deliver efficient legal team performance outcomes - visit here.
