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Managing contracts, maximizing value
Our client is one of Europe’s leading financial institutions, operating payment services and providing a single source for standardised regulatory data and information exchange.
Inconsistent pricing and contracts
The client was looking for growth through improved strategic relationships with its clients but faced challenges caused by a decentralised global sales structure. This created regionalised client relationships with inconsistent pricing and contracts.
We were commissioned to assess the approach to client and partner relationships through contract assessments, product sales strategies, data usage analysis and market analysis for all regional offices.
The Business Analytics team developed a comprehensive database that mapped contract information, sales data, list price and actual product usage statistics gathered across all regions our client operates in.
Segmenting the contracts to identify the key accounts, the contract review team targeted specific clients and partners and completed detailed reviews with commercial and contractual recommendations.
A list of key clients were identified for further joint review, and on-site audits were carried out in the US and UK to enable robust stakeholder engagement. The reports included contract clause redrafting, underpayments identified, non-compliance of usage and recommendations on the future commercial model.
Global strategic decisions
We developed a single database to enable our client to make more strategic sales decisions at a global level.
On-site audits resulted in a number of partner contracts being redrafted and renegotiated. Significant uplifts in contract value have been achieved.
Audits highlighting non-compliance resulted in new, more robust contract terms being included to ensure our client has greater visibility of the distribution of data.
Recommendations on the commercial model led to a number of clients being moved from a fixed price to a per user price to ensure our client benefited from growth as each partner did.
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