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《你永远斗不过客户》之 法则4---了解合同细节

作者:郭霁萱来源:右方微读 公众号

2017-03-12 郭霁萱 原创 右方微读翻译

翻译自RULE 4 Know Contract Details  from <You Can’t Win a Fight with YourClient> By TOM MARKERT

  多年来我学到的一件事是,如果合同的条款和条件有利于客户,他们将总是在你面前抛出合同。但是如果客户想要的条款和条件没有在合同中体现,他们根本就不会提及合同。这真是令人惊讶。

  有好多次我都感到很惊讶,管理一个大客户的人居然没有彻底了解公司和客户所签订的合同细节。仔细通读合同只是让你具备良好的商业意识。合同是两家公司之间的约定,是描述你的公司提供有偿服务的文件,是承诺,也是评判。

  在接到新任务的第1天,彻底的通读合同,并充分了解交易中包含什么以及没有包含什么。从合同中找出你公司同意提供的服务,并与公司当前提供的服务进行比较。如果有必要,同法律顾问沟通,了解他们对合同的解释。

  商业关系具备超越合同的生命力。随着时间的推移,客户的需求和你的能力都在转变,这意味着你经常结束提供一些在合同中约定的服务,以及一些没有在合同中约定的服务,这也意味着你可能没有提供你同意提供的其他服务。这在商业中很常见。这一切都是关于契约精神的平衡和履行。但是随着关系和承诺的改变,合同应该被修改以反映变化。

  千万不要让合同过期了。进行修改,创建附录,但永远保持合同是最新状态。

  该翻译仅供交流学习使用之目的,请勿用于商业用途

原文抄录

RULE 4 Know Contract Details

One thing I have learned over the years is thatclients will always throw a contract in front of you if the terms andconditions of that contract favor them. But if a client wants something and it’snot in the contract, there will be no mention of the contract. Surprise, surprise,surprise.

It amazes me how many times people managinga large account fail to fully understand the details of the contract betweentheir company and the client. Carefully reading through the contract only makesgood business sense. The contract is the bond between the two companies. It isthe document that outlines what your company is beingpaid to delivery. It is what was promised. It is what you will be judgedagainst.

On day 1 of your assignment, read thecontract thoroughly and fully understand what is included and what is notincluded in the deal. Find out from the contract what your company agreed toprovide and compare that with what your company is providing today. Meet with yourlegal counsel and get their interpretations if necessary.

Business relationships have a life beyondthe contract. Over time, the client’s needs and your capabilities shift, whichmeans that you often end up providing some things that are in the contract andsome that are not. It also means that you may not be providing other things youhad agreed to provide. It’s pretty common in business. It’s all about balanceand fulfilling the spirit of the contract. But as relationships and commitment shift,the contract should be modified to reflect the changes.

You should never let a contract get out of date.Make changes, create addendums, but keep the contract current.


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