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.

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

Procurement – it’s time for a re-birth

Posted by Tim Cummins

Feb 8, 2017 4:54:18 AM

There are growing voices that predict the death of Procurement. Faced by exciting new technologies, plus the opportunity to dramatically expand outsourcing (for example to an increasingly rampant company such as Amazon), such predictions are easy to understand. But are they right?

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Topics: procurement

I’m important – but I can’t demonstrate my value

Posted by Tim Cummins

Feb 1, 2017 5:21:12 AM

In a recent webinar for leaders of procurement, commercial and contract management functions, over 70% indicated that they feel under pressure to deliver more business value. Just 12% felt confident that they were already on a path to greater stability and success.

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Topics: procurement, performance management, organization & people

Commercial Management – the non-existent role

Posted by Tim Cummins

Feb 1, 2017 5:02:55 AM

For a role that apparently does not exist, commercial management appears remarkably healthy and resilient. Not only are the numbers of commercial managers growing, but so is the pay rate relative to some of the comparable roles within business.

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Topics: commercial management

What impact Davos?

Posted by Tim Cummins

Jan 18, 2017 7:22:40 AM

Today sees the start of another World Economic Forum, the annual meeting in Davos, Switzerland.

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Topics: contract /commercial management

Is Procurement a function or a process?

Posted by Tim Cummins

Jan 14, 2017 11:04:32 AM

Are Supply Chain, Procurement, and IT on different Planets from Category Management and Operations?

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Topics: procurement, organization & people, contract management

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

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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