Close enterprise deals – without starting from scratch every time.
Enterprise deals rarely fail due to the product – usually due to a lack of preparation: unsuitable contract templates/T&Cs, incomplete product and compliance documentation, undefined risk exposures, and a lack of internal accountability. This leads to lengthy procurement terms, many redlines, multiple negotiation rounds – and the same discussions repeatedly. The result: forecast slips, high legal and management effort, frustration in sales, and an unprofessional impression on the customer.
With Contracts and processes for enterprise deals you get:
Enterprise-Ready Contract Framework
Risk Appetite Workshop
Legal Enablement
Development of a playbook for handling customer demands
Ongoing support for contract negotiations
Our Clients
We know software companies from the inside, from our own experience as General Counsel.
As internationally active tech lawyers, we can support you with a high degree of pragmatism and legal acumen, because we come from large law firms and have built legal departments with efficient legal processes in fast-growing software companies ourselves. We also have many years of experience advising companies on the procurement of digital solutions.
Three steps to a pragmatic solution
We find pragmatic solutions for our clients, working in a structured way and with strong business sense.
Free Initial Consultation
We map out the situation with your decision-makers and analyze the status quo.
Pragmatic
Implementation
We solve the problem collaboratively, quickly, and pragmatically.
Lasting
Self-Sufficiency
We build structural solutions where needed, such as scalable processes, contracting playbooks, and training.
What our clients say
Real-world success stories
I have worked with Maxim over the past few months. His ability to quickly grasp complex issues and guide them towards a pragmatic, yet risk-balanced solution was extremely helpful. He is very reliable, and his advice was always well-structured and precise.
LEXCHANGE supported us with legal advice and in building Checkmk's legal structure as part of a "Legal Team as a Service". Beyond their professional expertise, I was particularly impressed by their direct communication and personal approach, which perfectly align with our corporate culture.
With LEXCHANGE as our legal partner, we efficiently scaled our contracting processes. Their ability to translate complex legal issues into actionable, business-oriented solutions was crucial for our successful negotiations and adherence to compliance standards in the tech sector.
Maxim played a crucial role in structuring a co-innovation agreement. His expertise and pragmatic approach helped us achieve an outcome that supports both strategic objectives and long-term collaboration.
Here's what your success looks like
We translate your product, business model, and risk profile into a robust enterprise contract architecture. Sales and Legal know what's possible and where the limits are. Deals become predictable and faster. Your management and sales team save time.
After 6-8 weeks you will have a complete set of contractual documents for enterprise customers: MSA, SLA, DPA, AI- and Security Annex, Order Form and an optional SOW. Everything is consistently structured, aligned, and market-standard for enterprise clients. Everything aligns with your risk profile and best practices.
Additionally, your deal teams receive a legal playbook for negotiations: clear guidance on interpretation, fallbacks and standard responses to typical customer demands. The content is structured so that you can, if needed, integrate it into your Contract Lifecycle Management System (CLM) can be implemented. Recurring themes can be structured as clause modules and standardized as needed.
In addition, we train your deal team (Sales, Sales Operations, Legal, Deal Desk, etc.) regarding the specifics of enterprise deals, how to use the playbook, recurring negotiation situations, and how to handle compliance and legal requirements from enterprise clients.
Result: Negotiations tend to last weeks instead of months. Sales can respond more quickly. Legal and management have fewer queries and less coordination effort. Your deal teams and management save time and Customer Acquisition Costs are reduced. In addition, your contracts become more legally robust, and you gain a clearer understanding of the risks you knowingly take. Overall, your contract process appears consistent, professional, and reliable.
Shorter sales cycles for enterprise deals
Clarity and legal certainty through market-standard templates, accompanying playbooks, and sustainable sales enablement
Time savings for management and deal team
What you specifically get
Master Services Agreement (MSA) and General Terms and Conditions
Service Level Agreement (SLA)
Support with IT security annexes and service descriptions
Order Form
Optional: Statement of Work (SOW) for Professional Services
Assessment of your risk appetite through a questionnaire
Workshop with the Go-to-Market team to develop your standard positions on recurring contractual issues
Documentation of a risk matrix
Identifying quick fixes for handling complex customer requests
Workshops for Sales, Legal, and Product teams to train on the new contractual framework, enterprise templates, deal playbooks, and escalation logic
Explanation of contract templates using practical examples: "How we respond to this redline"
Optional: regular coaching sessions in the first weeks
Negotiation outcomes as a basis for independently handling customer demands
Distinguishing between market-standard and excessive customer demands
Identification of operational red flags in customer demands
Identification of unacceptable liability risks in customer demands
Results-oriented negotiation of customer contracts alongside Sales
Legally compliant negotiation of service provider contracts alongside Procurement
Implementing regulatory requirements in contract negotiations (e.g., GDPR, AI Act, or DORA)
Contract documentation
Transparent fixed-price investment
No hidden costs. No hourly rates. No surprises.
Predictable costs
Transparent pricing with no unpleasant surprises. You know from the start what the project will cost and can budget accordingly.
Clear expectations
Both sides know exactly what will be delivered and what it will cost. No endless discussions about scope changes or additional hours.
Focus on results
We are paid for results, not for time spent. This motivates us to work efficiently and achieve our goals quickly.
Risk is on us
If the project takes longer than planned, that's our problem, not yours. You have cost certainty and can plan with peace of mind.
Enterprise-Ready Contract Framework
Risk Appetite Workshop
Legal Enablement
Development of a playbook for handling customer demands
Ongoing support for contract negotiations
Frequently Asked Questions from our clients
Three common models:
- Fixed price for clearly defined deliverables (e.g., a playbook or template set)
- Retainer for ongoing support (predictable monthly capacity)
- Time & materials for dynamic projects (with a cap or budget range)
We'll recommend the model that best fits your needs and planning requirements.
In short: we don't just deliver "legal opinions." We deliver results you can put into operation.
Key differences:
- In-house mindset (speed, priorities, stakeholder management)
- Playbooks & processes instead of one-off reactions
- Negotiation and deal focus (not just papering over risk)
- Legal ops + legal advice under one roof
"Legal as a Service" means you get continuous in-house support, without immediately building a full team. It typically includes fixed capacities/retainers, clear SLAs for response times, and a shared backlog, ideal for growth, high deal volume, or transformation phases.
A risk appetite framework turns "gut feeling" into clear guardrails: which risks are we willing to accept (and up to what level), and which are off the table?
Typical outcomes:
- Risk categories (critical/high/medium/low)
- Clause thresholds (e.g., liability caps, audit rights, security requirements)
- Decision paths (who can approve what, and when to escalate)
This speeds up decisions and makes negotiations more predictable.
A contract playbook is your "negotiation operating system": for each clause area (e.g., liability, data protection, IP, SLAs, audits), it defines your standard position, fallbacks, deal-breakers, and lines of argument.
The result: faster reviews, more consistent deals, fewer escalations, and more manageable risks.