Whether they relate to distribution of a product, hiring of contractors and employees, engaging in partnerships with other companies, or engaging in a long list of other activities to grow and maintain a business, contracts are a fundamental aspect of commerce. However, lack of attention to contracts can create significant costs to companies. Here are seven ways that sub-optimal contracts or contract-related processes can cost your company.
1. Using Poorly-drafted Contracts Increases Transaction Costs. While many companies utilize effective contracts and processes, there are also instances where companies devote far less care to this area than is warranted. Unfortunately, this may put these companies at risk of losing time, money, and opportunities. Aside from the obvious legal risks that may arise from poorly drafted agreements, it's also the case that when you present a poorly-drafted contract to the other side, it increases the time it takes to review it (which can drive up a potential partner's legal costs). And then when the other side returns the document to you, you have to spend time reviewing their changes (which drives up your own legal costs). What can happen, particularly in cases involving poorly-drafted forms and complex transactions, is that while the parties would prefer to be focusing on core terms that comprise the heart and subject of the deal, they may end up having to spend significant time toiling away at just the form itself. This can result in delays, and in some cases, it's conceivable the potential partner could even just set your contract to the side while they work on easier, less-high-maintenance deals. In addition, even in the best cases, a poorly drafted contract form makes your company look sloppy ("If they have this little care for their contract practices, what else do they not care about..."). It's much better to present a clean, appropriate, well-tailored form to the other side if you want to present your company in the best light and get deals done while minimizing transaction costs.
2. Not Paying Attention to Boilerplate Can Lead to Unwelcome Surprises in the Event of a Dispute. In reviewing a contract it's important to focus on big picture matters like payment, rights, territory, etc., but this should not be done at the expense of the boilerplate provisions. These provisions, which some people have a tendency to overlook, can end up being critical during the lifespan of the contract. For example, if there's a dispute, boilerplate may determine whether you can file a lawsuit in your own city, or by contrast, whether you have to litigate halfway across the country for example. As another example, if the other party is not performing, boilerplate may determine how long the other party has to remedy their lack of performance (or indeed whether the other party even has a right to cure their breach before you terminate). For these reasons and others, it's important not to gloss over the boilerplate.
3. Having an Unreasonable Contract Can Increase Your Transaction Costs. Part of the negotiation process involves getting the best outcome possible for the interests you represent. And if your company relies on getting deals done, then losing a deal because you sent an unreasonable contract to the other side represents a failure and a lost opportunity. This is not to suggest that your standard contract should not protect your interests - it should. And the determination of whether a party will agree to a term that might be deemed unreasonable can be influenced by a variety of factors, so in many instances, “unresonableness” is context-specific. However, many times, I've been in the situation where a company who needed the deal more than my client did, sent my client a form contract with wildly unreasonable terms in it. Sometimes it isn’t even intentional - e.g., perhaps the other company copied and pasted a form from another company and just changed the names without reading it carefully. In any event though, having wildly unreasonable terms can drive up transaction and legal costs for both sides, and can affect the way the other side perceives your company.
4. Not Paying Attention Key Dates in Agreements May Cause You To Lose Rights. Many contracts may contain one or more dates by which key rights must be asserted. For example, some contracts automatically renew unless a written notice of termination is provided to the other side by a certain date. If you are in business with a poorly performing partner, with whom you wish to end the relationship, it can be easier to terminate pursuant to "termination-of-term" provisions than it is to terminate pursuant to other provisions or legal theories. Companies should calendar dates like this, so that they have time to evaluate partners prior to notice cutoff dates. If you do not keep track of important dates, you may lost the ability to exercise rights, or you may find yourself in a position where termination of an agreement becomes more messy, time-consuming, and expensive than it could have been.
5. Relying on the Relationship with the Other Party's Negotiator at the Expense of a Well-Drafted Agreement. While no one who has negotiated with me would accuse me of not zealously representing my client's/company's interests, I think it's really helpful to have a good relationship with the other side if possible, and I have fortunately been able to do this in most of the deals I've worked on. This can help overcome difficult obstacles and can also result in deals getting closed more quickly. However, a great relationship with the other party's negotiator is not a substitute for a well-drafted contract that clearly sets out each party's respective obligations. For example, maybe you're negotiating a contract provided by the other side, and you are concerned about some ambiguity regarding a particular provision, but "Bob,” who works at the other company, and who you like and who has been easy to work with so far, assures you that you and he are both on the same page with respect to what the provision means, and that there's therefore no reason to worry or spend more time on it. That's great news...until down the road Bob takes a position at a different company and you learn that his replacement, "Jim", has a wildly different interpretation of the provision (and an interpretation which his CEO and attorney also share).
6. Agreeing to Ambiguous Provisions May Expose Your Company to Risk. Ambiguity carries risk and can be source of disputes, so (except in narrow circumstances as provided below) I try to avoid it. Years ago, one of my mentors told me that in drafting contracts, the goal should be to create a document that someone who didn't work on the deal can pick up and understand. It was a good rule then and it still is. Having provisions that are not easily understood is in some cases just asking for a dispute down the road, a dispute that may cost your company time, money, or both. Now, there's one caveat: it's my opinion that there are certain, limited, specific circumstances, where ambiguity *may* have a place in an agreement, but these circumstances are very, very limited. For example, every once-in-a-while there may be a circumstance where a heavily-negotiated document is almost ready for execution, but where there's a line that the parties are still haggling over. Occasionally, particularly where, overall, the deal is very important to both parties, the parties may, as a compromise to push the deal over the finish line, agree to some loose language which leaves some wiggle room for interpretation. However, if you're going to use ambiguity, you should know what you're doing and you should be aware of something another mentor once told me: "If you're going to be okay with ambiguity, then you need to be okay with risk."
7. Making Unnecessary Changes to Agreements. Occasionally you'll run into a negotiator who insists on always using their company's standard language. For example, you'll send them an agreement with an indemnification provision and when they return an edited version of the contract, the idemnification provision is crossed out and replaced with one that uses different language but achieves an identical effect. Sometimes this comes from inexperience and lack of confidence in evaluating contract language, other times it may be part of a company's standard procedures. But, making changes such as the one described above can increase the time necessary to close a deal. A related issue is when Company A sends Company B a harmless edit, but Company B rejects the edit because it doesn't understand enough about contract language to know the edit is acceptable. Making unnecessary changes won’t necessarily tank a deal, but even in the best cases it increases the time required to review an agreement, it gives the document a more heavily-edited appearance, and it may confuse the other side, so it's always best to have your contracts negotiated by experienced people who understand contract language.
Contracts are the lifeblood of business. Well-crafted contracts, together with optimal contracts-related practices, can help a business grow and thrive, while poor contracts and related practices can result in significant costs for companies. For this reason, and others, it's important that companies utilize well-drafted forms together with deliberate, well-thought-out processes in the drafting, negotiation, review, and administration of contracts.