World-class contract management requires that different functional areas perform in a coordinated way across the whole life cycle of a contract. Sales, finance, and legal resources may take the lead on hammering out the deal, but operations, accounting, and support must perform over the long term to optimize the associated cash flow.

Unfortunately, these resources are often so focused on their specific tasks that critical handoffs and data flows can get mishandled. As a result, key revenue opportunities, such as price increases, performance bonuses, and other incentives that are hard won in negotiation, may be lost in execution.

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