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.

Why do we have contracts?

Posted by Tim Cummins

Aug 16, 2017 3:08:51 PM

Contracts – there are millions of them and they cost a lot to produce. They have been around for thousands of years. So you might think that their purpose is clear and universally understood.

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Topics: contract /commercial management, organization & people, contract management

Automation is creeping up on you

Posted by Tim Cummins

Aug 16, 2017 3:05:35 PM

Contract management technology has been around for almost 20 years – and has had remarkably limited impact. While some administrative tasks are now widely automated, the bulk of contract management still depends on human intervention and knowledge.

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Topics: contract /commercial management, technology, contracting excellence

What is a commercial powerhouse?

Posted by Tim Cummins

Aug 6, 2017 2:22:28 PM

Commercial management is about understanding markets, then turning that understanding into an appreciation of the capabilities needed to meet market requirements and determining whether those capabilities can be developed, sustained and turned into profitable operations.

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Topics: contract /commercial management, commercial management, contracting excellence

Supplier Relationship Management – a long way to go

Posted by Tim Cummins

Aug 6, 2017 2:16:00 PM

In the world of sales, the value of relationships is well understood. A key business goal is to generate repeat customers, to establish a sense of trust and loyalty. This is because, in general, the cost of servicing a repeat customer is lower than the cost of finding and closing new business. Sometimes, it is also true that loyal customers are willing to pay higher prices – or, in the case of less scrupulous suppliers, can be taken advantage of because they are less likely to price shop.

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Topics: contracting excellence, supply chain management, contract management

Avoiding the scrap heap!

Posted by Tim Cummins

Jul 27, 2017 3:55:36 AM

When it comes to complex contracts and negotiations, scrap metal may not be the first thing you think of. But a recent edition of the Canadian ‘Globe & Mail’ tells us otherwise: “Despite the technological developments in the industry, the trust needed to do business effectively requires a face-to-face approach”.

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Topics: contract /commercial management, technology

Shock news: Procurement doesn’t add value!

Posted by Tim Cummins

Jul 19, 2017 1:52:31 PM

In a press release published in Supply Management, we learn that ‘a majority of Procurement models are failing to add value’. According to a study by Ayming, a business performance consulting company, less than 20% of executives feel that “their organization has driven significant value from procurement in recent years”.

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Topics: procurement, contract management

Why contracts fail

Posted by Tim Cummins

Jul 19, 2017 1:49:02 PM

In the past, relatively high failure rates were an accepted part of any production activity. The quality movement successfully challenged this acceptance and, at least in manufacturing, drove performance to new heights.

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Topics: organization & people, contract management

Top 5 challenges for contract and commercial managers

Posted by Tim Cummins

Jul 6, 2017 1:54:16 PM

Almost 80% of contract and commercial managers have a high level of job satisfaction, but 62% feel that they lack a clear career path.

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Topics: contract /commercial management, organization & people

The excitement of contract analytics

Posted by Tim Cummins

Jun 28, 2017 1:40:04 PM

Yes, I really do get excited by contract analytics! After more than 35 years working in a field where almost everything was based on opinion and personal judgment, I find the potential of working with facts truly amazing. Just take this chart as an example (click to view).

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Topics: contract /commercial management, performance management, organization & people

For better business performance, replace ERP with RRP

Posted by Tim Cummins

Jun 28, 2017 1:36:45 PM

Enterprise Resource Planning – or ERP – was designed during the era of the big, integrated enterprise. It streamlined internal business operations and drove efficiency through high levels of standardization. To a large extent, against that specific objective, it was successful. Now, it has become a constraint.

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Topics: contract /commercial management, technology, organization & people

About the Author


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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