Pourquoi se faire accompagner par un avocat pour déployer un CLM en startup ?

I am regularly asked by startups to help them deploy a CLM.
The diagnosis is almost always the same:

• contracts are scattered,
• teams use multiple versions of templates,
• no one really knows which clauses are negotiable,
• legal gets involved too late.

A CLM can solve a large part of these issues — but only if it is designed as a legal system, not just another piece of software.

That is where the involvement of a lawyer truly makes a difference.

A CLM is not just a tool, it is a contract system

A CLM is not merely a place to store contracts.
It structures the entire contractual lifecycle.

Centralising contracts

The first benefit is obvious: all contracts are in one place.

But the real value is not archiving.
It is knowing:

• which contracts are active,
• for how long,
• with which commitments,
• and with which risks.

Without proper structure, centralisation alone adds very little value.

Enforcing the right templates

A CLM works best when it prevents bad practices.

That means:

• one template per contract type,
• controlled variants,
• sensitive clauses locked.

This avoids:

• improvised templates,
• risky copy-and-paste habits,
• uncontrolled concessions.

Structuring signature workflows

A CLM can manage signature workflows.
But someone still needs to define:

• who validates what,
• above which thresholds,
• when escalation is required.

Without clear legal rules, the CLM simply moves the problem elsewhere.

Integrating with business tools

A CLM is also an operational tool.
It must integrate with the CRM, usually Salesforce or HubSpot.

What a lawyer actually brings to a CLM project

A lawyer is not there to “configure the tool”.
They are there to structure what the tool is meant to support.

Identifying the right contracts and metadata

A CLM runs on data — and it must be the right data.

A lawyer helps define:

• relevant contract types,
• critical dates to track,
• clauses to identify,
• risks to monitor.

Without this, the CLM becomes little more than a document repository.

Implementing real contract management

Many startups assume the CLM will “handle legal”.
It will not.

The CLM executes rules — but those rules must be defined first.

A lawyer structures:

• approval workflows,
• negotiation thresholds,
• cases where legal review is mandatory.

Teams can move fast without losing control.

Designing templates that teams can actually use

This is a key point.

A good CLM template is written for non-lawyers.

A lawyer will:

• simplify drafting without weakening protection,
• design useful fallback positions,
• anticipate recurring objections.

The result is less friction, fewer unnecessary negotiations, and more consistency.

Creating playbooks teams can rely on

Playbooks are often underestimated.
They are, in practice, the most valuable part of a CLM.

A good playbook answers simple questions:

• Is this clause negotiable?
• To what extent?
• When should legal be involved?

A lawyer translates legal risk into operational guidance.
Teams gain autonomy while risk remains under control.

CLM without an in-house legal team

Many startups have no legal counsel, or only a very small team.

In that context, the CLM becomes a risk-management tool.

A lawyer can:

• design the system so teams can handle most contract changes autonomously,
• train business teams,
• step in only for complex cases.

This is often more efficient than hiring too early.

Conclusion

Deploying a CLM is a smart decision — but it is not an IT project.
It is a legal and organisational one.

A lawyer helps turn a CLM into a real growth lever, rather than a simple contract database.

I regularly assist startups in structuring and deploying their CLM alongside their business teams.
If you are considering such a project, I can help you do it properly and efficiently.