ABSTRACT
This chapter provides an overview and a discussion on elements, negotiation application, and limitations of handover and contract management. Performance management concentrates on 'managing to contract', ensuring that what was agreed by both parties is implemented. Service delivery is where implementation is carried out at 'shop floor' level, that is, between those delivering/consuming the product and therefore contract management relies upon the working relationship between the individuals concerned. In the event of disputes/need for negotiation, it may be that these are escalated to those involved in either performance or relationship management. Relationship management is commonly regarded as the pinnacle or apex of contract management, and focuses on managing the relationship for the long term, the aim being smarter working and a philosophy of continuous improvement. Not all agreements will necessitate such an approach, usually only those that are regarded as vital/key to the business, but those that do may exhibit the following characteristics: long-term partnerships, and high value.
