Contractual Management

Managing Through Contracts

  • Ralph Schuhmann
  • Bert Eichhorn

Table of contents

  1. Front Matter
    Pages i-xxxiii
  2. The Concept of Contractual Management

    1. Front Matter
      Pages 1-1
    2. Ralph Schuhmann, Bert Eichhorn
      Pages 3-52
  3. Case Studies on Contractual Management

  4. Back Matter
    Pages 395-404

About this book


The Concept

Contractual Management offers a holistic approach to managerial decision-making based on contracts or business processes that are related to contracts. It explains management from the point of view of the contract, just as it interprets the contract from the point of view of management. Thus, the approach highlights the great inherent potential of contracts for
managing companies, transactions and business relationships.

The book addresses students as well as practitioners and gives insights into the usage of contracts to manage companies or relationships. It covers contract handling from preliminary deliberations to negotiations, implementation, and all the way to the evaluation of the contract within the company. Furthermore, it provides competencies to design and implement a contract and to organize the relevant processes.

The Content

In Part 1, the book explains the theoretical foundations of Contractual Management; in Part 2, the application of the approach is illustrated through case studies which cover various sectors, industries, company sizes, contract types, and management situations.

Theory part: Contractual Management – A Holistic Approach to a Diverse Issue.

Case study part: 11 case studies arranged according to specific contract-related topics: Information and Communication – Change – Enterprise Networks – Conflict – Accounting and Financing – Legal Compliance – Societal Steering.

The Editors

Professor Dr. Ralph Schuhmann: After holding a senior management position in industry, Ralph Schuhmann now teaches Business Law at Ernst-Abbe-Hochschule in Jena, Germany. He is the scientific director of the Contractual Management Institute at SRH Hochschule Berlin and has published various articles on contract law and contract management.

Professor Dr. Bert Eichhorn: Before his appointment as professor for International Law and Business Law at SRH Hochschule Berlin, Bert Eichhorn worked as a legal consultant at the EU Parliament and as a lawyer. He has published numerous articles in national and international scientific journals in the area of contract management and international law. He is the managing director of the Contractual Management Institute at SRH Hochschule Berlin.


risk management knowledge management corporate management compliance management contract management management tools contract negotiation contractual management model contractual management approach case studies contract handling contractual management cycle contract functions political contract health care contracting transaction steering management processes contractual change management digital contracting societal steering

Editors and affiliations

  • Ralph Schuhmann
    • 1
  • Bert Eichhorn
    • 2
  1. 1.Ernst-Abbe-Hochschule JenaJenaGermany
  2. 2.Contractual Management Institute BerlinSRH Hochschule BerlinBerlinGermany

Bibliographic information

Industry Sectors
Chemical Manufacturing
Consumer Packaged Goods