Article

The best Commercial Contract Managers will tell you about the average 8.7% value loss caused by poorly managed contracts. But few know how to win that value back. We do — and we want to show you how a Swiss SME can recover roughly 3 to 7%, almost immediately. Our approach stands out on one key point: we are not a law firm. We design simplified, clear contracts that your teams can act on directly — built for real operational impact, while steering clear of legal jargon. Two preconditions:

• This method is built for SMEs;
• And especially for those facing the complexity that comes with digitalising their offerings, where some services are now managed through IT systems.

Take the time to study your competitors’ terms and conditions. It’s highly instructive: you get to know them, do better, and clearly argue what sets you apart.

Create contract templates that cover the exact scope of your services or products. Leave nothing vague. Your goal is twofold: lose as little time as possible during the contracting phase, while ensuring the scope is clear enough for your client. You’ll spend slightly more time validating that scope, but you’ll gain far more in return: higher win chances, lower sales costs (up to 50%) and fewer conflicts (down 30%). Then manage your negotiations efficiently. Our advice: focus on the success of the relationship with your contracting partner rather than solely on legal risks — without neglecting them. Finally, make sure your sales team understands what’s at stake and makes the most of the tools you’ve prepared. By this point, you should already see a clear improvement.

Make sure your delivery lives up to your image. Here too, the contract is a valuable working tool. As always, good preparation is where you minimise risk and seize the best opportunities. In practice: invoice on time, and handle contractual changes fairly — without ever skipping them. This step alone often represents an additional 3 to 5% in business volume.

Invest in communication, conflict management, client satisfaction and future collaboration opportunities. Above all: think like your clients. Keeping a client costs seven times less than finding a new one. By applying this method, you’ll achieve at minimum: more cash on hand, revenue up around 3%, costs down 3 points (improving your margin by the same), more motivated salespeople, secure delivery, higher client satisfaction, a stronger reputation — and perhaps a few better nights’ sleep.