How to boost trust in B2B relationships?

The notion of trust is extremely important in B2B business relationships.

And while in the past, a handshake was enough to conclude an agreement, the complexity of business has seen the widespread use of contracts. In this way, each party can document and secure all the details relating to their execution. Today's technologies, and electronic signatures in particular, make it possible to ensure that both parties have genuinely agreed to the terms of the agreement. In the event of non-compliance, they have recourse.

"With regard to merchants, commercial acts may be proven by any means, unless otherwise stipulated by law". This is what article L110-3 of the French Commercial Code, in force since September 21, 2000, states. Proof of these commercial acts is therefore free, and companies are under no obligation to use electronic signatures. They could very well formalize their agreement by e-mail, or envisage another more or less sophisticated method of proof, but the law does not require it.

Formalizing for greater clarity

Contracts were born out of the growing complexity of transactions.

Several centuries ago, man decided to put all the clauses of a contract - i.e. the rules defined and the obligations of each party - in black and white.

This is why the content of contracts is so important, as is the signature that formalizes the exchanges and attests to the agreement between the parties.

Assessing the risk of the transaction

However, it's up to each individual to assess the level of risk involved in the transaction, or to gauge the reliability of the other party , in order to choose the level of electronic signature best suited to the operation and its stakes. Simple, advanced or qualified?

Under the French Commercial Code, a "simple" electronic signature is sufficient. But if there are real doubts about the other party, for example, in the case of an agreement with an unfamiliar or unfamiliar supplier or customer, it may be wise to opt for an "advanced" or "qualified" electronic signature.

However, today's B2B needs can be summed up as "simple" electronic signatures, which is what most of the market's platforms offer.

Integrating electronic signatures into business-specific processes

Lex Persona, for its part, wants to go beyond the simple provision of a signature platform and aims to develop trust between the company and its customers, employees, partners or suppliers.

This is achieved by taking into account the specificities of each business sector in the signature solution provided. Subscribing, subscribing, buying, signing, adhering: there are many terms used to designate a transaction, each one corresponding to a specific profession and to customary or traditional practices. But in every case, it's a contract that the parties are signing.

We therefore wanted to emphasize customer practices and the possibility of adapting the message to each trade. That's why, in our view, the signature platform must enable customization of the contract consent protocol and notifications to signatories.

Signature processes adapted to each business line

Signature processes must be able to adapt to the needs and practices of each business sector .

Whether it's a hypermarket's relationship with its suppliers, a publisher's with its authors, or an insurer's with its policyholders. In addition to their extensive potential for graphic personalization, electronic signature platforms are capable of structuring users. They can, for example, create users who can see the contracts that concern their team, and adapt to the company's practices and operations.

When the platform gives way to the relationship between signatories

Most of the major e-signature platforms emphasize their ease of use, but how do they adapt to business needs?

These platforms have an unfortunate tendency to standardize electronic signatures. The particularities of both parties are erased in favor of the platform and the editor, who imposes his brand, his way of doing things, his practices. In B2B, the added value of an e-signature platform lies in its ability to take a back seat to the relationship between the person seeking to sign a contract and the person(s) signing.

The platform must be at the service of trust between the parties, rather than claiming to ensure trust on its own. Quite often, it is not in a position to guarantee that the Internet user behind the screen is really the person it claims to be. In fact, it's a mistake to think that all the trust in a commercial transaction rests on the electronic signature platform.

Proof trail and traceability

Platforms must also offer traceability of the signature circuit. These solutions can, for example, add validators to a signature workflow.

In many companies, it is important for the executive or other decision-makers to be able to check documents, and to be able to trace the signature process and the responsibilities involved. And not just the final signature. The validation process is also very important.

In the construction industry, as in many industrial sectors, it is essential to have a trace of the various validation stages, as responsibilities can be spread over different trades, subcontractors, experts, etc.

An electronic signature platform: a trusted third party, but two thirds software!

Ultimately, the electronic signature platform contributes to the relationship of trust between the two parties and the way in which the contract is drawn up. But above all, it contributes to the reactivity, efficiency, traceability and security of these contractual stages.

Let's face it, an e-signature platform is not the trusted third party on which all legal issues rest. But it is a means of establishing this trust.