IBM Global Technology Services Contracts & Negotiations © 2006 IBM Corporation Presentation subtitle: 20pt Arial Regular, teal R045 | G182 | B179 Recommended maximum length: 2 lines Confidentiality/date line: 13pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Disclaimer information may also be appear in this area. Place flush left, aligned at bottom, 8-10pt Arial Regular, white IBM logo must not be moved, added to, or altered in any way. Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Presentation title: 28pt Arial Regular, black Recommended maximum length: 2 lines Group name: 17pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Template release: Oct 02 For the latest, go to For client presentations, clients logo may go in this area Contract Management in IT-Outsourcing- und Service-Projekten Lehrstuhl für Datenbanken und Informationssysteme 03. November 2006 Jena Friedrich-Schiller-Universität

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 2 Inhalt Vertragsumfeld Was passiert nach Unterschrift? Organisationsumfeld Contract Management

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 3 Komplexes Vertragsumfeld I 3/3 IT- Outsourcing- und Service-Verträge werden zunehmend komplexer (Langfristigkeit, Flexibilität, "on demand") IT-Technologie entwickelt sich schnell weiter, die Verträge müssen dies abbilden oder laufend angepasst werden Auftraggeber verhandeln mangels Spezialwissen immer öfter mit Hilfe externer Consultants (technisch / juristisch / kommerziell)

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 4 Komplexes Vertragsumfeld II Vertragsinhalte und deren korrekte Umsetzung entscheiden über die weitere Geschäftsbeziehung und deren Erfolg Direkte Beziehung zwischen Qualität der Vertragsinhalte und der kaufmännischen Resultate Internationale Vertragsbeziehungen mehrere Vertragsparteien / Organisationseinheiten involviert

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 5 … und bei Vertragsende? – Post-Sales / Vertragserfüllung Joint Verification: gemeinsame Überprüfung der im Vertrag definierten Annahmen. Folge: "gaps" ausgleichen Vertragsänderungen: IT - Entwicklungen, neue Anforderungen das Unternehmen des Kunden ändert sich, Vertragssteuerung: Verträge mit Unterlieferanten (intern / extern), Einkauf, int.deals Vertragscontrolling: erbringen beide Seiten die Leistungen wie im Vertrag festgelegt? Rahmenverträge > einzelne Angebote "Governance: wer spricht mit wem, Gremien / Aufgaben / Prozesse Vertragsende Rückabwicklung / Auflösung: Ablauf, Leistungen, Verantwortung für einzelne Schritte, neuer Service-Provider

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 6 Umfeld des Contract Managers Project Office Gesamte Administration Einkauf Rechtsabteilung

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 7 Rollen und Verantwortung Contract Manager Finanz Qualitätssicherung Projektleiter Projekt Office Manager Vertragliches Consulting / Support Ermittlung der Kostenbasis / Preiskalkulation Risiko Einschätzung als Kalkulationsgrundlage Verantwortung für die gesamte Kundenbeziehung Prozessverantwortung / administrative Leitung

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 8 Aufgabenstellung - Überblick Contract Management bildet die interne Schnittstelle zu Einkauf, Vertrieb und Projektmanagement, mit dem Ziel, einen umfassenden Überblick über vertragliche, technische und kommerzielle Projektthemen zu haben. Contract Manager haben das Gesamtbild, insbesondere die wirtschaftliche Integrität des Vertrages und die Kundenbeziehung im Auge.

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 9 Aufgabenstellung des Contract Managers Zwei Hauptlinien 1) Juristische / vertragliche Unterstützung von Key Account Managern 2) Unterstützung von Projektleitern "großer" IT-Outsourcing- und Service-Projekte

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 10 Contract Management I Juristische / vertragliche Unterstützung von Key Account Managern bei der Angebotserstellung während der gesamten Vertragsverhandlungen bei technischen, kommerziellen oder gesetzlichen Änderungen in der Phase der Vertragserfüllung "auf Abruf"

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 11 Contract Management I - Einsatzmöglichkeiten Ansprechpartner für ein Geschäftssegment z. B. Finanz, Öffentliche Hand, Handel, Industrie, für spezielle Großkunden "key accounts" Branchenwissen erforderlich / hilfreich Koordination und Bearbeitung unterschiedlicher Verträge Synergieeffekte in vertraglichen Geschäftsbeziehungen, z. B. NDAs, Rahmenverträge Zusammenarbeit mit der Rechtsabteilung abhängig von der Unternehmensstruktur

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 12 Contract Management II Unterstützung von Projektleitern "großer" Outsourcing- und Service-Projekte Während der Endphase der Vertragsverhandlungen Vor allem in der Phase der Vertragserfüllung Bei der Vertragsbeendigung Präsenz des Contract Managers im Core Team!!

C & N | Christof Höfner | Tutorium Friedrich Schiller Universität © 2006 IBM Corporation IBM logo must not be moved, added to, or altered in any way. Background should not be modified. Title/subtitle/confidentiality line: 10pt Arial Regular, white Maximum length: 1 line Information separated by vertical strokes, with two spaces on either side Slide heading: 28pt Arial Regular, blue R120 | G137 | B251 Maximum length: 2 lines Slide body: 18pt Arial Regular, black Square bullet color: teal R045 | G182 | B179 Recommended maximum text length: 5 principal points Group name: 14pt Arial Regular, white Maximum length: 1 line Copyright: 10pt Arial Regular, white Optional slide number: 10pt Arial Bold, white Template release: Oct 02 For the latest, go to Indications in green = Live content Indications in white = Edit in master Indications in blue = Locked elements Indications in black = Optional elements Vertragsdurchführung – Contract Management 13 Contract Management II - Einsatzmöglichkeiten Große" Outsourcing-Projekte oder Service-Projekte Groß" = mindestens 2 Jahre Laufzeit (Implementierungsaufwand) Vertragsvolumen (Personalkosten) Komplexität des Vertragsumfeldes Verträge mit mehreren Vertragsparteien Leistungserbringung in mehreren Ländern Permanente Vertragsanpassungen wahrscheinlich, Chancen für Neugeschäft Intensiver juristischer / vertraglicher Betreuungsbedarf