Contract Negotiations: How To Avoid Negotiation Peaks? Part 4

In the run up to Quarter 3 end (30th of Sept.), I advise you to send an email out today to your Sales, Partner & Procurement colleagues informing them that in the next two weeks, you will only pick up contracts that are:
* already ongoing;
* truly urgent; and
* need to be signed before the end of this month / end of Quarter (3).

Any deviations from this rule should get a green light from Senior Management.

Why?

The above is a pro-active step to manage your workload and working towards an efficient Legal department.

By emphasizing urgency and advanced planning, you can alleviate the end-of-quarter rush, enabling Legal to focus on what genuinely demands attention.

From experience I am aware that it is not an easy sell to the organisation, but , but trust the process. Once the wider organization realizes this is the gold standard for the legal team, they will (most of the time):
(i) initiate timely discussions, and
(ii) forward their inquiries and feedback well in advance.

I have deployed this strategy previously and while it takes a while for teams to get used to, the positive change is undeniable after 2-3 Quarters.

It ensures that your team’s time and resources are directed toward the most critical and time-sensitive matters. This approach also prevents (to the extent possible) that the teams are working on less urgent tasks, allowing for better productivity and focus.

Next Steps before you hit send:

1. Inform the sales, procurement, partnerships teams during your regular sync-up meetings about this communication and approach of the Legal department.

2. Align this approach with your manager and stakeholders or C-suite overseeing the sales, procurement, partnerships teams.

Good luck! Let me know if it also worked for you or if you have questions / comments.