It’s the People, Not the Paper: Managing Contracts and Measuring Performance for Professionals


Larry Berglund’s It’s the People, Not the Paper is a no-nonsense practical guide for professionals who want greater success in managing their contracts, reducing their risks, and upping their game with practical tools to evaluate supplier performance. Every business, government or organization that struggles with multiple contractors can use this practical book to save money, save time, and achieve quality results, not to mention, avoid headaches and legal snares.

Berglund shows us that clear understanding of the goals, coupled with clear communications and measures is not only a way to avoid the pains that poor contract management can lead to, but establish better relationships and better products and services for all. Focus on the marriage, not the wedding! This is Larry’s way: the path of making sure the people and the paper are in harmony.

“The final price is best determined through negotiations and not a predetermined set target… Better performers are for the long-term; the lesser performers are not sure there is a long-term and take what they can, while they can. Caveat emptor!…Contracts bind our relationships. Conduct builds our relationships!”
– excerpts from It’s the People, Not the Paper

Included in this publication are also competitive bid templates and contract forms, downloadable for you to use. While Larry warns that templates “should not be treated as a cooker cutter exercise. That type of complacency invites risk.” These forms are set up to give every professional a head start on a proven process.

Procurement courses can take a lot of time and thousands of dollars. If you need to make improvements fast and have a handle on the essence of great contract management, you need this book in your tool kit.

Order directly from Larry: or 778-895-5358

$10.00 + GST for a PDF version.

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