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 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.

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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.

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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?

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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’.

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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.

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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.

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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.

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Topics: relationship management, contracting excellence

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

About the Author


iaccm-team-tin-cummins


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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