An up-front contract is a Sandler concept that seems logical once you hear about it, but so few people use it. It is when two or more people meeting together agree on precisely what will occur during the meeting.
Have you ever scheduled a meeting on your calendar with a beginning time but no end time? Have you ever thought a meeting was going to be about one topic but the other person thought it was about something else entirely?
An up-front contract is all about getting on the same page as the other parties in two areas: behavior and expectations.
Let's take a look at why you should consider using up-front contracts, the key elements of an up-front contract, and finally, an acronym that can help.
