When negotiating a shared services contract, whether for in-house services or delivered by a third party, the "value model" of the contract should be at the top of your mind. This means clarifying the value both the supplier and its customers are seeking and being able to quantify this.
The challenge you will face is that value leaks consistently from a process – up to 20-40% of economic value can be lost through leakage, according to KPMG research.
Srini Krishna, Director of Strategic Deals for Microsoft, tells you what to look out for.
See the presentation here:
Designing Contracts to Create Value
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