Enterprise Playbook: Legal Challenges & Customer Relations During COVID-19
Navigating the best enterprise sales tactics continues to be top of mind for Work-Bench as we observe and advise our startups through COVID-19’s uncertain markets (see our complete Enterprise Sales Guide: COVID-19 Edition here).
One of the less talked about, but most important areas for enterprise startups to know is how to cover yourself legally when dealing with customer contracts. Knowing the specific terms and clauses within your contracts will help in determining what you’re bound by with your customers, and how to best protect yourself during a downturn (or any normal time).
Dror Futter, long-time Work-Bench community member and startup lawyer has provided us with insights on many of the legal challenges sales leaders are facing during COVID-19, including how to best handle customer and contract evaluation, contract renegotiation, and contract renewal.
See below or download (here) our Enterprise Playbook on the Legal Challenges & Customer Relations During COVID-19.
You can also watch a recording of our “Optimizing Customer Relations During a Pandemic — A Legal Perspective” webinar with Dror Futter here.
For more legal advice from Dror, check out his 3 part series “Are Contracts Standing in the Way of Closing Your Deals?” which details a systematic approach to contract negotiations (preparation, negotiation and additional tips) for enterprise startups and small B2B businesses.
Check out our Enterprise Playbooks at Work-Bench for our other guides to Enterprise Sales, featuring Customer Evaluation Docs, Sales Process Stages, 75 Must-Ask Interview Questions for a VP of Sales Candidate, and more.