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Skip to 0 minutes and 11 secondsKAI JACOB: The perception on what contract management is as a function varies tremendously if you compare the regions. Probably UK and US have been the front-runners in contract management and established a role of contract specialists very early on. We have people seen as the chief negotiators of specific deals. Whereas maybe in Europe, contract management has been more seen as a administrative function, more caring for getting the paper out, getting signatures on the paper, archiving the stuff. So this has changed over the last time. We still see heterogeneous processes. And my team is in charge of bringing that together, aligning these processes and continuously improving these processes around the globe.

Skip to 0 minutes and 54 secondsPABLO ZERRA: Yeah, definitely we have different terms and conditions. But I will say that's 80% of our models are applied equally across the globe. Yes, we need to adapt to some local regulations, especially due to local content regulations. But that being said, we are very methodical across the globe, and we have very similar contracts. So we need to adapt.

Skip to 1 minute and 26 secondsWe have business in different environments. And it's important that contracts are a vehicle to get business done in those environments. And therefore, we have changes. We have seen that we have a bigger challenge on some insurance and some understanding of liabilities across the globe. M.C.

Skip to 1 minute and 51 secondsMCBAIN: I think what we're seeing is, what's amazing is, there's a lot of commonality and common issues across the contracting area. So you think of the IACCM top contracting issues, and it's a global survey. And the issues are the same around the world. So there might be different regulatory issues and different governing legislation, but the practise of contract and commercial management it really is totally global. And a lot of the issues are very similar.

Skip to 2 minutes and 22 secondsJIM BERGMAN: Yes and no. There is some nuances that are local within a certain part of the globe. You might see within Asia some slight nuances of culture that come into the commercial relationships and to the contracting process. And yet, there is some commonality regardless of where you are within the region. The importance of having strategy, of having appropriate tactics is going to be a consistent requirement regardless of what part of the globe you're in. But there are going to be geographic nuances that emerge. And one thing that we've seen, in terms of culture,

Skip to 3 minutes and 0 secondsit's not always going to be geographical: sometimes it might be old professional, sometimes it might be within an industry, sometimes the culture might be a function of the structure of the organisation. A very centralised organisation might have a certain culture and certain behaviours versus a decentralised culture. So that might have more influence at times than whether you're in Japan versus Australia or Abu Dhabi.

Global differences

From your own experience, do you think contracts and contract management differ depending on culture and location?

In this video the contributors, who are all members of the IACCM Board, indicate that they have more commonalities than differences and that cultural difference is important and we can all learn from each other.

That is certainly what we hope will take place on this course so please share your thoughts and experience in the comments area.


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This video is from the free online course:

Contract Management: Building Relationships in Business

University of Southampton

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