Contracting Phase – 4 Phases for Effective Negotiations

The contracting phase is the last part of the procurement process. But just because it’s the last part, it doesn’t mean that it’s also the least important. 

For this article, we are going to learn why the contracting phase is also important for the procurement process. Like most articles, we are going to learn what it means and study some of its definitions so you can go through this phase without issues.

Once you’re done reading this article, you should already know what to do when dealing with the contracting phase.

The Contracting Phase – What is It?

The contracting phase, to put it simply, is the last part of the procurement process where everything agreed on during the negotiation phase is placed on paper. This involves processes that allow the procurement team to list down all agreements, put those agreements into paper or data, and store them for future use.

Once that part is done, the procurement process cycle starts anew and it’s back to stage one again, should there be a need for another procurement.

To be completely honest though, the contracting phase is the least favorite part for most procurement managers. That’s because the most exciting part during the procurement process, which is the negotiation phase, is already over and it is now time to put all those agreements and deals into paper. That particular process is boring, cumbersome, and downright annoying at times. However, because it is an integral part of the procurement process, the contracting phase should be done in an efficient manner, which we at Procurement Tactics will discuss in full detail, should you enroll in our one-of-a-kind Negotiation Gamechanger course.

For now, it’s vital that you learn all about the contracting phase and how it is done in 4 stages or phases.

Editor's note:

Hi there! My name is Marijn Overvest, I'm the founder of Procurement Tactics.
Want to take your negotiation results to the next level?

The 4 Phases of Contracting

Like most variables in the procurement process, the contracting phase also has its own stages or phases. Each phase, as always, coincides with each other. So one cannot work without the other. It is important to consider each phase very carefully.

Once the contracting phase is done, the whole procurement process usually shifts again to the checking of RFIs and RFQs. The procurement process starts again and it’s another cycle, should there be a need to procure more materials.

In any case, here are the 4 stages or phases of the contracting phase:

1: Planning and Scoping of Contracts

The first stage of the contracting phase has something to do with the planning and scoping of contracts. Of course, each phase of contracting is dependent on which side of the group you are in. If you’re with the buyer, the first things you need to do would be to produce the acquisition plan together with the solicitation. If you’re on the seller’s side, things are also different, since you’re the one who’s going to produce the business development plan and the offer.

2: Developing of Contracts

Once you are finished with planning and scoping the contracts, it’s time to develop those contracts. We should probably say “Welcome to the most boring part of the contracting phase”, but we also couldn’t because this is an important phase for contracting.

This is where details of the contracts are written and discussed further. But contract development is also based on one’s role during the negotiations. The buyer’s side will define the requirements, conduct relevant market research, perform a risk analysis, and formulate a contract strategy. All of these must be done before asking for solicitations.

As for the seller, once the request from the buyer is received, they need to develop their response in a way that demonstrates the seller understands what the buyer needs and they can deliver without fail.

3: Negotiation and Signing of Contract

Once both parties have finished developing and planning out their contracts, it’s time for more negotiations and the signing of the contract. Once again, both parties must come together for one last negotiation for the details of the contract. If there are details that need to be ironed out, these are discussed thoroughly.

Once both parties agree to the contract, the signing stage or phase is next. It’s basically just both parties signing the contract. For traditional companies, the contracts are still based on paper. However, modern procurement teams are using automated procurement platforms to take care of the contracting phase. 

Therefore, all contracts are saved on the database and are kept there for safekeeping.

4: Performance Monitoring and Contract End

Once the contract has been awarded, it’s time for the procurement team to monitor the performance of the whole procurement process. This is the stage where the procurement process cycle restarts to RFI and RFQ again. 

All information available and important are taken note of as sources of information for the next procurement process. Once information is collected and stored, it is up to the procurement director to call on a meeting and discuss the details of the performance.

There is also the end of the contracts to observe. Normally, most automated procurement systems come with a feature where the program itself will check for every contract used during the procurement process. Once all contacts are collated, the program will give an alert regarding an incoming end of a contract opportunity.


What is a contracting phase?

The contracting phase is the part of the procurement process where all agreements made by the two parties during the negotiation phase are put into paper or data.

Become a master of the Contracting Phase

Sure, it’s cumbersome, but it is still an essential part of the procurement process. Therefore, master the Contracting phase by enrolling in our Negotiation Gamechanger Course.

Hurry up and avail of our limited enrollment spot. Check out our website at for more information!

"Very useful course, many actionable strategies"

Want to close better deals? Prepare faster and achieve deal results you have been dreaming of?   This course is a perfect fit for ambitious procurement & sourcing professionals. Enroll  now and equip yourself with the full range of skills needed to master the deal.