Commitment Matters

If you are a professional in Contract & Commercial Management, committed to achieving the best possible outcomes from negotiations with all your trading relationships, then ‘Commitment Matters’ is the perfect source of regular articles and posts dedicated to helping you achieve that goal.

As-a-service contracting

Posted by Tim Cummins

Jan 14, 2017 11:01:49 AM

How to remain competitive? That is the challenge for every business. And unless you happen to have some unique form of advantage, competition tends to depend on sources of commercial differentiation – greater reliability, superior support services, lower prices or a recognized brand. So part of the journey towards competitive differentiation is the development of new commercial models and contract offerings.

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Topics: contracting excellence, performance management, contract management

Contract & Commercial Management in 2017

Posted by Tim Cummins

Jan 5, 2017 5:59:42 AM

As we enter the new year, it is worth taking a moment to consider where we are coming from. I don’t support the view of many that 2016 was a year to forget. Certainly it was turbulent, unsettling and carried its share of human suffering and distress. Yet those are points on which we should reflect because they represent the challenges – and the opportunities – that we face going forward.

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Topics: contract /commercial management, commercial management, contract management

Speed Matters

Posted by Tim Cummins

Dec 21, 2016 8:03:55 AM

So what happens when you ask a child to hurry up, or criticize a teenager for not getting a job done? Is their automatic reaction to jump right to it and promise to do better next time, or to find an excuse (or better still, someone else to blame)?

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Topics: contract /commercial management, contract management

Which terms are risky?

Posted by Tim Cummins

Dec 21, 2016 7:58:02 AM

For 15 years, IACCM has been publishing a list of the most frequently negotiated contract terms – and highlighting how these are more focused on risk consequence than on risk probability.

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Topics: negotiation, contract /commercial management, contract management

What does competitive advantage look like?

Posted by Tim Cummins

Dec 13, 2016 3:27:38 AM

“Today, it seems to me, we are competing on our ability to take on risk.”

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Topics: commercial management

Innovation in contracting

Posted by Tim Cummins

Dec 13, 2016 3:23:34 AM

It is widely accepted that innovation is important for survival; it is unquestionable that adaptation is essential.

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Topics: technology

Extraordinary leaders wanted!

Posted by Tim Cummins

Nov 30, 2016 5:37:00 AM

Every day there are new examples of commercial innovation. Just yesterday, for example, I read about Electrolux and the ‘uberification’ of washing machines (and potentially other domestic appliances) and the link-up between ABB and Microsoft to transform interactions between suppliers and offer dynamic services to ABB customers.

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Topics: organization & people

Supplier Relationship Management: does it add value?

Posted by Tim Cummins

Nov 23, 2016 8:51:00 AM

Many organizations have introduced Supplier Relationship Management (SRM). Some are able to quantify the benefits, mostly in the form of ‘savings’, by which they generally mean price or cost reductions. A few point to incremental benefits, such as examples of innovation that may have led to increased revenue or profits.

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Topics: organization & people

Help! A machine has stolen my job!

Posted by Tim Cummins

Nov 15, 2016 4:33:25 AM

Last week I suggested that at least 35% of today’s jobs in contract, commercial and supply management will have disappeared within 5 years.

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Topics: technology

Do you need Contract Managers?

Posted by Tim Cummins

Nov 15, 2016 4:24:49 AM

“No debate, not a word of warning – just 6 months’ notice that the role is being eliminated.”

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Topics: organization & people

About the Author


iaccm-team-tin-cummins


Tim Cummins

In his role as CEO of IACCM, Tim works with leading corporations, public and academic bodies, supporting executive awareness and understanding of the role that procurement, contracting and relationship management increasingly play in 21st century business performance and public policy.
 

Does Commitment Matter To You?

Commitment Matters is the personal blog of Tim Cummins, the Founder and CEO of IACCM. If you are a committed contracting professional and want to develop your skills and network, take a look at what IACCM has to offer.
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