The contract is the summon bonnum for an effective sourcing relationship. It is the Rule Book. Too often I hear that the best relationship is one where the contract is signed and then put into a draw and never referred to again. This is a delusion for both the provider and customer. The best relationships are those that have a contract which is aligned with the strategy of the firm. As the firm’s strategy changes over time one must therefore expect to change the contract to maintain the synchronicity. The healthiest sourcing relationships constantly amend/delete contract clauses to make them clearer to both parties. This is a natural and healthy reflection of a good and mature relationship.
“How successful would you be at football if you didn’t know the rules of the game?”
Sourcing is a commercial relationship. The rules of the relationship are detailed in the contract.
This aphorism is linked to ‘S’.
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