Time to Contract

Related KPIs

Time to Contract Interpretation

High values in Time to Contract suggest inefficiencies in the sales or legal processes, potentially leading to lost revenue opportunities. Conversely, low values indicate streamlined operations and effective collaboration between teams. Ideal targets vary by industry but generally aim for a timeframe of 30 days or less.

• <20 days – Exceptional performance; indicates strong operational efficiency
• 21–30 days – Healthy; maintain focus on continuous improvement
• >30 days – Concern; requires immediate analysis and action

Common Pitfalls

Many organizations underestimate the complexity of the contracting process, leading to delays and missed opportunities.

• Failing to standardize contract templates can create confusion and prolong negotiations. Without clear guidelines, teams may struggle to align on terms, leading to back-and-forth revisions that delay closure.
• Neglecting to involve key stakeholders early in the process often results in misaligned expectations. Delays in approvals can occur when legal, finance, or operational teams are not consulted upfront.
• Overlooking the importance of technology can hinder efficiency. Manual processes and outdated systems increase the risk of errors and slow down contract execution.
• Ignoring customer feedback during negotiations can lead to dissatisfaction. Understanding client needs and concerns is essential for crafting agreements that foster long-term relationships.

Improvement Levers

Enhancing Time to Contract requires a multifaceted approach that targets both process and technology improvements.

• Implement contract management software to automate workflows and reduce manual tasks. Automation streamlines the approval process, enabling faster turnaround times and minimizing errors.
• Standardize contract templates to simplify negotiations and ensure consistency. Clear, concise templates reduce ambiguity and speed up the review process.
• Foster cross-functional collaboration by involving all relevant stakeholders early in the process. Regular check-ins can help align expectations and expedite approvals.
• Provide training for sales and legal teams on best practices for contract negotiation. Empowering staff with the right skills can lead to quicker resolutions and improved outcomes.

Time to Contract Case Study Example

A leading technology firm faced prolonged Time to Contract, averaging 45 days, which hindered its ability to capitalize on market opportunities. The CFO initiated a project called "Contract Acceleration," aimed at reducing this timeframe by 30%. A cross-functional team was formed, including sales, legal, and IT, to identify bottlenecks and implement solutions. They adopted a new contract management platform that automated approvals and standardized templates, significantly reducing negotiation times.

Within 6 months, the average Time to Contract dropped to 30 days, unlocking faster revenue recognition and enhancing customer satisfaction. The streamlined process allowed the sales team to focus on closing deals rather than getting bogged down in administrative tasks. The initiative not only improved operational efficiency but also strengthened the company's competitive position in a rapidly evolving market.

The success of "Contract Acceleration" led to a cultural shift within the organization, emphasizing the importance of agility and collaboration. As a result, the firm was able to respond more effectively to customer needs and market changes, ultimately driving better financial outcomes. This case illustrates how a focused effort on a single KPI can yield significant benefits across the organization.