IACCM Contracting Principles

Sally Hughes, Chief Operating Officer, IACCM - International Association for Contract and Commercial Management, UK
Lita Bollimpalli, Assistant General Counsel, Verizon Business, USA
Hal Bretan, Chief Counsel, BT Americas Inc., USA

Whether you are a customer or a supplier, Speed to Contract (“S2C”) produces benefits. The faster parties come to “yes,” the sooner critical products or services can drive a customer’s business success, the quicker involved personnel can shift to other tasks, and the earlier revenue streams can hit the supplier’s books. Unfortunately, all too often, negotiations over the same issues slow down the process. Many of us can replay arguments over limitations of liability, indemnifications, audits and the like in our sleep. A practical solution is at hand. IACCM is now endorsing a set of fair, balanced contracting principles that, if accepted in advance by the parties and built into template agreements, can remove these issues from the negotiating table and allow the business folks to focus quickly on the core of the deal – deliverables and commercials. Everyone wins.

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United Kingdom USA Contract Association February 2018 Vol.11, No. 42, Winter 2018

Sally Hughes


Sally is Chief Operating Officer for the IACCM, supporting the IACCM global team in the pursuit of both the recognition of and excellence in Commercial and Contract Management. Sally is an experienced and accomplished commercial and contracts management professional, holding senior commercial positions at a range of corporate and multi-national organizations. After gaining an Honors degree in Law, Sally spent her time in house in the corporate sector, where she worked globally in the Telecoms and IT industries, before establishing her own legal and commercial consultancy in 2007. Sally is passionate about enabling business efficiency and growth through contracting and commercial excellence; she understands the need for robust business operations to drive these efficiencies, together with the requirement for effective communication and collaboration at all times. Whether in contract development, negotiation, training or general communications, Sally has built a reputation for service excellence and responsiveness. Her focus is on the creation of positive and successful business relationships, constantly striving to ensure that businesses realize their true potential and value.

Lita Bollimpalli


Lita Bollimpalli is an Associate General Counsel for Verizon Business Network Services, Inc., a wholly owned subsidiary of Verizon Communications. Lita’s responsibilities include negotiation and management of all legal aspects of high dollar global integration deals. Lita also participates in Verizon’s current efforts for contract simplification. Lita’s prior experience includes a role as Senior Counsel at Best Western International, Inc., where she led a team responsible for all contracting, data security and international legal matters for the world’s largest hotel chain. Prior to that, Lita was in private practice at law firms in Denver, Co, Boston, MA and Phoenix, AZ. In addition to her law degree, Lita also has an MBA and an LLM in Tax.

Hal Bretan


Hal Bretan is Chief Counsel for BT Americas Inc., the American subsidiary of British Telecommunications. His primary responsibilities include support for Procurement, Sales in the Financial Services sector, and Real Estate. Hal is also currently leading BT’s global efforts in Speed to Contract and contract simplification. His prior experiences include key Legal positions in Radianz (a niche telecom provider in the financial arena), Lucent, and AT&T. Hal has degrees in Engineering, Management and Law.

BT Americas Inc.


BT’s purpose is to use the power of communications to make a better world. It is one of the world’s leading providers of communications services and solutions, serving customers in 180 countries. Its principal activities include the provision of networked IT services globally; local, national and international telecommunications services to its customers for use at home, at work and on the move; broadband, TV and internet products and services; and converged fixed-mobile products and services.

Verizon Business


Verizon is a global leader delivering innovative communications and technology solutions that improve the way our customers live, work and play.

IACCM - International Association for Contract and Commercial Management


IACCM is a non-profit association that brings together lawyers, procurement specialists and contract managers to research and develop ‘best practices’ in contracting, negotiation and relationship management. It has more than 22,000 members representing over 6,000 corporations and government agencies from 130 countries. IACCM has recently published the world’s first authoritative guide to business contracting - "Contract & Commercial Management: The Operational Guide", available through IACCM or Van Haren Publishing.

United Kingdom USA Contract Association February 2018 Vol.11, No. 42, Winter 2018

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