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.

Crossing boundaries: the challenge of lost value

Posted by Tim Cummins

Mar 15, 2017 7:05:31 AM

I was recently running a workshop to assist in designing the governance terms for a major contract. The overall program lifecycle will be around 30 years, so change is inevitable. Among those changes will be shifts in the contracting parties themselves, as well as the roles that need to be fulfilled.

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Topics: contract /commercial management, contracting excellence

Do you have access to facts? Commercial capability in an era of ‘alternative truth’

Posted by Tim Cummins

Mar 8, 2017 8:09:34 AM

Information is critical to business influence. In business, unlike in the world of politics, facts, not opinions, are increasingly demanded to support decision-making. Yet for most of us in legal, procurement or contract management, reliable data remains elusive – and that in turn limits our ability to operate strategically and exert influence.

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Topics: contract /commercial management, technology, contract management

Competing on risk

Posted by Tim Cummins

Mar 8, 2017 8:03:55 AM

One of IACCM’s ‘big themes’ for 2017 is the idea of competing on risk. That means, rather than working to avoid risk, instead embracing it as an opportunity.

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

Businesses no longer buy things

Posted by Tim Cummins

Mar 1, 2017 3:35:12 AM

As recently as the mid-1990s, 81% of business spend was on goods. By 2015, that number had dropped to 44%. The growth of services procurement has therefore been spectacular – and the capability of business to handle this change lags far behind.

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Topics: technology, contract management

Contracts and agility: an oxymoron?

Posted by Tim Cummins

Mar 1, 2017 3:29:54 AM

Agility – the ability to move quickly and easily – is not an attribute many would apply to contracts or the contracting process. For many, the need for a contract is seen as an impediment, a barrier to getting things done. Executives are among those who regularly call for simplification and speed.

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Topics: contracting excellence, contract management

What is a contract?

Posted by Tim Cummins

Feb 22, 2017 5:21:55 AM

It may seem amazing to ask, but what is it that constitutes a contract? More specifically, how would the average person in business answer this question?

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Topics: contract /commercial management, contract management

Facts, opinions and informed judgment

Posted by Tim Cummins

Feb 22, 2017 5:15:47 AM

When it comes to decision-making in business, what’s of greater value – a person with facts or a person with opinions? The answer, of course, is something of a blend. Good decisions often rest on the use of informed judgment.

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Topics: procurement, organization & people

The impact of terms and conditions

Posted by Tim Cummins

Feb 15, 2017 6:54:57 AM

Anyone involved with public procurement knows that the terms and conditions of contract are often onerous and inflexible. Past IACCM research indicated that a substantial price premium results from these terms – essentially, a cost of risk aversion. We also know that the rigidity of contract structure can contribute to costly failures and overruns.

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Topics: procurement, risk management

Why is collaboration so hard?

Posted by Tim Cummins

Feb 15, 2017 6:11:05 AM

Is it lack of trust, the difficulty of making a sustained effort, an inability to coordinate behaviors? When it comes to building collaborative business relationships, numerous reasons are advanced as to why success stories (at least at a substantive level) are so rare. This week, I became aware of yet another report – this time from KPMG and related to the defence industry – that repeats the mantra. In spite of exhortations by executives, businesses simply don’t collaborate easily or well.

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Topics: performance management, organization & people

The purpose of a contract

Posted by Tim Cummins

Feb 8, 2017 4:56:31 AM

When you aren’t sure what purpose something has, it is impossible to measure whether it is fit for purpose. Or alternatively, when it is multi-purpose, we run the risk that it does many things, but none of them especially well.

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Topics: organization & people, contract management

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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