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Sales Director

Governing / Applicable Law within Commercial Contract - Objection

One for anybody working in International Sales.

I often get pushback from legal teams at prospect companies regarding the governing law of the commercial agreement i.e. a French company wants the applicable law to be French law whilst we as a German company want it to be German (I'm based in the UK).

Other than, 'AlL oF oUr ConTRaCtS UsE gERmAn LAw' - has anybody come up with / heard of a good way of handling this objection?

Otherwise it's just a stalemate and gets in the way of business. Not a huge blocker, but just something that really fucks me off every single time.

Mahalo.

📈 Closing

📃 Procurement

📳 SaaS

9 comments

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SlinginSoftware

Politicker

Account Executive

*I’m with a US company selling into Canada*

That’s a pain in the ass, my friend.

We have three or four things that we can “change” in our SaaS agreement that need no approval, etc…

It’s not always the case, but sometimes the legal team feels like they need to show that they contributed to SOMETHING in the process. In the past I’ve told them “These are the only 4 things I was able to get approved to change. I’ve changed them. Are we good now?”. Even though it makes the contract essentially identical, I usually get buy in.

Our SaaS agreement is pretty standard when compared to other software, so I can usually get away with the above.

Adored

Executive

Sales Director

Appreciate my G!

FlintIronstag

Notorious Answer

Chief Marketing Officer

we've done some deals in Canada. they want it done in their local country so they can f u in the a when things go sideways. is there a way to let it be governed in their local law but disputes (arbitration, binding mediation) can be moved to a neutral pro-business country?

we've always found getting companies to agree to that is an easier win for us.

Adored

Executive

Sales Director

Nice, will keep this in my back pocket, thank you!

FlintIronstag

Notorious Answer

Chief Marketing Officer

keep it in your Suisse pocket.

CuriousFox

WR Officer

🦊

This is a new one for me. Geez.

Blackwargreymon

Politicker

MDR

I’m with a US company selling into Canada

Cyberjarre

Politicker

BDR

Mind you, not EVERY prospect is a fit but I think what makes my demos so fire are that I am able to use the initial time to understand if they are a good fit or not, I'm not here to waste anyone's time.

Error32

Politicker

ISR

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Governing / Applicable Law within Commercial Contract - Objection

9 comments

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