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.

Contract & Commercial Management: Key Messages from IACCM Americas 2016

Posted by Tim Cummins

Nov 1, 2016 4:13:29 AM

This year’s IACCM Americas conference confirmed the speed with which contract and commercial management are transforming as business disciplines and in the value they are providing. Conference sessions were full of ideas, examples and case studies. Here are just a few of the take-aways that we captured during the closing presentation.

Read More

Topics: contract /commercial management

Who should make buying decisions?

Posted by Tim Cummins

Nov 1, 2016 4:12:47 AM

“Investments in organizational capabilities rather than specific technology choices separate the leaders from those who still have work to do”.

Read More

Topics: technology

Do you come across as ‘too negative’?

Posted by Tim Cummins

Oct 19, 2016 4:08:53 AM

One of the challenges associated with risk management is the tendency for those identifying risks to be seen as negative. And a consequence of that perception is that their views and advice start to be ignored. That, surely, was one of the lessons to be learned from the Brexit campaign, where voters ultimately rejected the unrelenting gloom projected by those who supported staying in the EU.

Read More

Topics: risk management

Contract drafting: Limitation of Liability

Posted by Tim Cummins

Oct 13, 2016 5:58:59 AM

“But do we know what our competitors are doing? Anyone who has had a role in setting policy or drafting contract clauses will be familiar with that question. None of us want to establish positions that make us uncompetitive; yet we don’t want to take unnecessary risks. So no matter whether you are buying or selling, it would be really helpful to have market insight.

Read More

Topics: performance management

Contracts gain Nobel Prize – would yours qualify?

Posted by Tim Cummins

Oct 13, 2016 5:51:38 AM

For those who say that contract management doesn’t really matter, the announcement of this year’s Nobel Prize for Economics must come as rather a shock. It has been awarded to Professors Oliver Hart and Bengt Holmstrom  for their work on contracts.

Read More

Topics: organization & people

Let’s turn back the clock …

Posted by Tim Cummins

Sep 28, 2016 4:02:23 AM

There are few better ways to establish irrelevance than to be a barrier to change. Could this be the fate awaiting many business negotiators and contract managers, if they continue their reluctance to embrace technology?

Read More

Topics: negotiation, contract /commercial management, contracting excellence

The good, the bad …. and the future

Posted by Tim Cummins

Sep 28, 2016 3:44:04 AM

Is it really 17 years?

This week I was taken by surprise when messages of congratulation started flooding in. They were a reminder that it is 17 years since IACCM was incorporated, with a mission to put contract and commercial management ‘on the map’.

Read More

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

Is globalization on the retreat?

Posted by Tim Cummins

Sep 28, 2016 3:41:05 AM

In the Financial Times (September 7th), Martin Wolf commented that globalization ‘has stalled … and it might reverse’. He cited the unexpected consequences that have flowed from the globalization of markets, such as mass migration and growing inequality, which are reducing public and political support. This is reflected in ‘stagnation of world trade’, even when the world economy is growing, and a reduction in cross-border financial assets and foreign direct investment.

Read More

Topics: relationship management, contracting excellence

Do we actually care about results?

Posted by Tim Cummins

Sep 28, 2016 3:38:02 AM

The quality movement has been around for decades and regulated trading standards go back centuries, yet still we struggle to generate the right results. Our process for establishing and managing contracts frequently does not help.

Read More

Topics: negotiation, contracting excellence

Do you build consensus in a productive way?

Posted by Tim Cummins

Sep 7, 2016 3:33:28 AM

Yesterday I received an invitation from HR.com to attend a webinar entitled ‘Disagree agreeably to boost productivity’. The theme of the session is that disagreement is sometimes inevitable, but it does not have to create disharmony or argument. When we operate with openness and respect, disagreement can be a learning experience that boosts value. On the other hand, handled the wrong way, disagreement creates chasms, it undermines cooperation and respect.

Read More

Topics: relationship management, contracting excellence

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.
Compare Membership Types & Pricing