To the Reader; Industrial Services and Service Contracts A Proactive Approach; Executive Summary; Terminology; Abbreviations; 1. Introduction; 1.1 Proactive Contracting and Service Design; 1.2 What Exactly Do We Mean by 'Contracts' and 'Contracting' Anyway?; 1.3 Introducing the Case Companies; 2. Industrial Services; 2.1 Different Types of Industrial Services; 2.2 Maintenance Services; 3. Service Contracts; 3.1 Elements of a Contract Lawyer's and Non-lawyer's Views; 3.2 Why Contracts?; 3.3 The Difference between Goods and Services in Contract Law and Why It Matters. and 3.4 Matching Service Offerings and Contracts3.5 Model Contracts and Standard Terms and Conditions; 3.6 Professional Performance and Other Problematic Requirements; 3.7 Service Level Agreements (SLA); 4. Towards a Successful Service Relationship; 4.1 Selection: Procurement versus Sales; 4.2 Proactive Bidding; 4.3 Negotiation; 5. Proactive Contracting; 5.1 Collaborating to Create Good-Quality Contracts; 5.2 An Ounce of Prevention; 5.3 The Contra.
Summary
The book is about designing industrial business-to-business services. It focuses on product support services, particularly on how to design and package services successfully through appropriate contracts, specifications, and other documents.
