What a wonderful and hugely practical book. I have run my own business for 25 years but learnt so much from just the first few chapters! The quick summaries are extremely helpful for reminding you what to look for. This is a book that should permanently live on your desk, and be given as a must-have to anyone who touches your contracts.
Jo Haigh LLB AAT ACS CF, Corporate Financier, Partner FDS CFS Many sales people find contracts intimidating, or something to be avoided until the last moment. They are often hard to understand and full of unpleasant threats. Yet there are some who use contracts to establish competitive advantage and sustain positive relationships. This book will equip its readers to grasp these benefits, turning the contract and its negotiation into a tool for winning. Read it now!
Tim Cummins, President, International Association for Contract & Commercial Management Tiffany's book is like a Swiss army knife: it contains plenty of tools and you may find yourself using one of them every day. Resourceful sales people will soon have it in their pocket!
Anne Jeanpetit, Contracts and Negotiation, Microsoft There are many books on the art and science of selling, but whilst hooking the fish is one thing, landing the catch is another. In this book Tiffany aims high and delivers pragmatic guidance on securing the contract and building relationships, both within an organisation and with its customers. She does not shy away from explaining notoriously knotty issues such as limitations of liability and contract indemnities. In her inimitable and open style, Tiffany draws on her experience to convey the messages in a remarkably concise, clear and memorable way. Lawyers, both in-house and external, would be well advised to encourage their clients' sales team to read and digest this!
David Berry, Partner, Charles Russell LLP In my role I have an increasing level of responsibility for the agreement of our contracts. Before reading this book I felt I understood the contractual terms involved but was aware that I didn't have a great depth of knowledge regarding the cause and effect of each one. The book certainly helped on that front, but its greatest value to me was in setting out how useful an understanding of contracts, and the actual document itself, can be in the sales process, as opposed to a necessary evil that will only cause problems when you thought the end was in sight. The clarity and logical sense this book applies to each aspect of the contract document made it both an enjoyable and enlightening read.
Daniel Hosking, Account Director, Questers Group I thought I knew this stuff, until I started reading. This book was a great refresher in parts, filled in some gaps and exploded some myths. As someone who has to manage the tensions within bid teams, as well as with external parties, I can see me handing this out as a form of `marriage guidance'.
Liz Benison, President, UK AND IRELAND, CSC A concise and user-friendly introduction to dealing with Business Contracts in laymen's language. Invaluable for anyone involved in the contract negotiating process, helping them to decide when external legal advisors need to be involved and how much can be safely dealt with internally. Lots of useful summaries and all the key issues are covered in a clear, easy to read manner.
Peter Lingham, Managing Director, The NAV People As someone who normally cannot get going with `self-development' books and whose mind normally wanders off to other things, I can't actually stop reading! I'm taking so much on board, thanks to the blend of language, examples and stories. Genius!
Amanda Beswick, Account Director