Driving CLM Adoption: How to Make Contract Management Software Stick
Why CLM Projects Fail Without Behavior Change
Choosing a contract management platform is only half the battle. Many CLM projects stall because people keep working in email and Word like they always have. Successful CLM adoption requires clear objectives, user-centric design and strong change management across legal, sales, procurement and operations.
Defining a Compelling Vision and Use Cases
Start by answering: why are we implementing CLM? Common goals include:
- Shortening contract cycle times.
- Reducing risk and increasing compliance.
- Improving visibility into obligations and renewals.
Translate these goals into concrete use cases (“sales NDAs,” “vendor onboarding,” “renewal management”) and prioritize them for rollout.
Involving Stakeholders Early
CLM touches many teams. Involve stakeholders from:
- Legal (templates, clauses, playbooks).
- Sales and procurement (front-line users and requesters).
- IT and security (integrations, access controls).
- Finance and operations (obligation and renewal tracking).
Their input ensures the system reflects real-world workflows instead of theoretical ones.
User-Friendly Workflows and Minimal Friction
Adoption rises when CLM feels easier than the old way. Focus on:
- Simple, intuitive request forms.
- Clear status tracking (“submitted,” “in review,” “sent for signature,” “executed”).
- Integration with tools users already live in (email, CRM, procurement systems).
If users see CLM as extra work, they will avoid it. If it saves time, they’ll embrace it.
Training, Enablement and Champions
Plan for ongoing enablement, not just launch-day training:
- Role-specific training for legal, sales, procurement and operations.
- Short videos, quick reference guides and in-app tips.
- “CLM champions” in each department to answer questions and gather feedback.
Champions bridge the gap between project team and everyday users.
Metrics and Continuous Improvement
Track CLM adoption and impact using KPIs like:
- Percentage of contracts initiated and executed through CLM.
- Cycle time from request to signature.
- Number of contracts with missing or non-standard clauses.
- On-time renewals and obligation completion rates.
Share wins with stakeholders and use insights to refine templates, workflows and training.
Final Thoughts
CLM adoption is about people, not just technology. When you define clear goals, involve stakeholders, design user-friendly workflows and measure impact, contract management software becomes the default way of working—not another tool people try to work around.
- Top Expert
Nathan Rowan
Program Research, Editor, Expert in ERP, Cloud, Financial Automation
