Ten Key Briefing Points to Discuss with the Contract Signer

Jim Bergman

Strategic Alignment at the Moment of Signature

For seasoned contract managers, the moment a contract is signed isn’t just a formality – it’s a strategic inflection point. Whether you’re briefing a C-suite executive, a program lead, or a vendor representative, the final conversation before signature should reinforce clarity, accountability, and readiness for execution.

Below are ten briefing points that elevate this moment from transactional to transformational.

1. Purpose and Strategic Fit

Why this contract matters.

Reaffirm how the agreement supports organizational goals, mitigates risk, or unlocks value. This isn’t just about scope – it’s about mission alignment.

2. Summary of Key Terms

Boil down the essentials.

Provide a concise overview of scope, duration, pricing, deliverables, and termination clauses. Ensure the signer can articulate these confidently if asked.

3. Roles and Responsibilities

Who owns what.

Clarify internal and external roles post-signature – contract owner, vendor manager, escalation contacts, and governance leads.

4. Milestones and Timelines

What happens when.

Highlight critical dates: kickoff, phased deliverables, review cycles, renewal windows. A visual timeline can be helpful here.

5. Risk and Compliance Considerations

What to watch for.

Summarize key risks, audit triggers, indemnities, and regulatory obligations. Ensure the signer understands what’s been accepted and mitigated.

6. Performance Metrics and SLAs

How success is measured.

Review service levels, KPIs, and reporting cadence. Confirm how performance will be tracked and what happens if targets aren’t met.

7. Communication Protocols

How we stay aligned.

Outline meeting schedules, escalation paths, and documentation standards. A shared communication rhythm prevents surprises.

8. Change Management and Amendments

How we adapt.

Explain how scope changes, pricing adjustments, or extensions will be handled. Reinforce the importance of formal change control.

9. Knowledge Transfer and Onboarding

Who needs to know what.

Ensure the signer is aware of internal onboarding plans – training, documentation, and stakeholder briefings that follow signature.

10. Signature Readiness Checklist

Final confirmation.

Confirm that all exhibits, annexes, and schedules are complete. Validate that the signer has authority and understands the implications of execution.

Final Thought

A well-briefed signer becomes a strategic ally – not just a name on a dotted line. By elevating the signature moment, contract managers reinforce trust, transparency, and executional excellence.

Your thoughts?

Unknown's avatar

Published by Jim Bergman

Jim Bergman is a commercial contract professional with global experience spanning the USA, Latin America, UK, Europe, China, South Korea, Japan, India, SE Asia, the Middle East, Africa and Australia. He has worked on a wide range of direct and indirect spend categories in numerous sectors, developing a deep knowledge of services, goods and technology procurement and sales. Across this wide array of commodity and services experience, Jim has found the keys to success in maximizing value for money through customer-supplier relationships founded on innovative category management and strategic sourcing practices, key performance metrics and measures, as well as Total Cost of Ownership principles and collaborative contracting tenets. He has shared his knowledge through advisory engagements, as well as in developing and delivering training programs both on-line and in classrooms, in both open-enrollment and internal environments. Jim has assisted his clients through all phases and steps of contracting, negotiation, strategic sourcing and bidding processes, demonstrating value generation in excess of $250 million. His audiences and clients have included over 7,000 attorneys and commercial professionals students from over 1,000 corporations and public-sector entities.

Leave a comment