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 role of contracts in delivering sustainability

Posted by Tim Cummins

Sep 6, 2016 5:15:21 AM

Sustainability and ‘corporate social responsibility’ are the new, fourth dimension of supplier selection criteria (the other three being price, quality and time).

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Topics: contract /commercial management, contracting excellence

Change management: it’s a question of attitude

Posted by Tim Cummins

Sep 6, 2016 5:10:04 AM

The need to manage change is becoming more probable and more frequent. Markets, customers, regulators – it is a challenge for business today to remain competitive and to remain compliant. And that situation is often made worse by the extent to which we depend on our external trading partners to facilitate (or even originate) that change.

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Topics: contract /commercial management, performance management

What does good look like?

Posted by Tim Cummins

Aug 31, 2016 5:51:25 AM

When it comes to contract and commercial management, what does good look like? With some 83% of business people in a recent poll dissatisfied with their organization’s contracting process, you might think that this would be an important question and that businesses worldwide would be seeking answers.

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Topics: contracting excellence, performance management

Fear of the unknown

Posted by Tim Cummins

Jul 26, 2016 2:15:42 AM

At times of uncertainty, the role of contracts in both protecting and delivering value becomes even more evident.

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Topics: contracting excellence, Brexit, risk management

The top table beckons … perhaps

Posted by Tim Cummins

Jul 14, 2016 4:54:54 AM

Tania Seary of Procurious is the latest in a long line to suggest Procurement should be 'at the top table'. Her article, Headed for the C-Suite, wisely suggests that a pre-requisite is to demonstrate relevance to business objectives and to do this through ' a new focus on key performance indicators'.

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Topics: procurement, contracting excellence, supply chain management

Do price negotiations destroy value?

Posted by Tim Cummins

Jul 7, 2016 4:33:00 AM

Should negotiations ever come down to price? Not according to INSEAD professor Horacio Falcao. In a thought-provoking article, Professor Falcao suggests that 'a focus on price puts both sides at risk of leaving out other interests that are more important'.

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Topics: negotiation, contracting excellence

Performance indicators for contract managers

Posted by Tim Cummins

Jul 7, 2016 4:31:33 AM

I want to share a question that appeared this week on the IACCM message board.

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Topics: contract /commercial management, performance management

Negotiation – an incompetent competency

Posted by Tim Cummins

Jul 7, 2016 4:29:16 AM

Censeo Consulting Group and the Public Spend Forum recently announced their findings on 'the required skills of the public procurement workforce'. They discovered under-performance 'in nearly 70% of identified competency areas'.

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Topics: negotiation, contract /commercial management

What does Brexit tell us?

Posted by Tim Cummins

Jun 30, 2016 6:14:01 AM

Our globally networked societies and economies have transformed the environment in which we live, yet our political direction, organization and visions have not yet adjusted. Brexit is an indication of the frustrations that many feel in a world they no longer understand, with leaders who lack power and fail to offer a coherent and inclusive sense of direction.

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Topics: Brexit

Focus on contract management is delivering results

Posted by Tim Cummins

Jun 30, 2016 4:55:18 AM

Its easy to write about the many areas where contract management could be improved. It is the failures that make the headlines. But sometimes it is important to reflect and recognize the success stories.

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Topics: contract /commercial management, performance management

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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