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 excitement of contract analytics

Posted by Tim Cummins

Jun 28, 2017 1:40:04 PM

Yes, I really do get excited by contract analytics! After more than 35 years working in a field where almost everything was based on opinion and personal judgment, I find the potential of working with facts truly amazing. Just take this chart as an example (click to view).

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Topics: contract /commercial management, performance management, organization & people

For better business performance, replace ERP with RRP

Posted by Tim Cummins

Jun 28, 2017 1:36:45 PM

Enterprise Resource Planning – or ERP – was designed during the era of the big, integrated enterprise. It streamlined internal business operations and drove efficiency through high levels of standardization. To a large extent, against that specific objective, it was successful. Now, it has become a constraint.

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Topics: contract /commercial management, technology, organization & people

Trust is in crisis. It’s time for action.

Posted by Tim Cummins

Jun 28, 2017 12:57:14 PM

“Trust is in crisis around the world. The general population’s trust in all four key institutions — business, government, NGOs, and media — has declined: To rebuild trust and restore faith in the system, institutions must step outside of their traditional roles and work toward a new, more integrated operating model that puts people — and the addressing of their fears — at the center of everything they do.”

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Topics: contract /commercial management, organization & people

Why Contract Management and Digital are incompatible

Posted by Tim Cummins

Jun 22, 2017 7:46:05 AM

Making sense of digital requires first an appreciation of its different forms – digitization, digitalization and digital transformation. Bertrand Maltaverne[1] recently wrote an excellent article on this topic and made the following definitions:

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Topics: technology, contract management

Achieving collaborative relationships

Posted by Tim Cummins

Jun 19, 2017 3:37:05 AM

Business leaders call for more collaboration; workers confirm that they prefer collaborative environments; researchers point to the benefits of collaboration. Yet consistently it proves hard to achieve and sustain – almost always (of course) due to failings by ‘the other side’!

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Topics: contract /commercial management, contracting excellence, organization & people

Opportunism in contracts

Posted by Tim Cummins

Jun 19, 2017 3:27:05 AM

A major reason for contracts – and why they are often so complicated to agree – is fear of the other side. In part, this is fear of what they won’t do. For example, will they deliver what they promise and will it be on time?

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Topics: contracting excellence, organization & people, contract management

Is the CIO the Chief Commercial Officer of the future?

Posted by Tim Cummins

Jun 7, 2017 7:16:51 AM

Technology lies at the heart of every modern business. Yet increasingly organisations don’t own their technology – they buy in services from a range of providers. The job of the CIO has shifted to that of a business enabler and innovator, knowing less about the technology, but much more about its business impact and needing to understand the requirements of the market.

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Topics: commercial management, technology, organization & people

Tackling hidden costs through improved contract management

Posted by Tim Cummins

Jun 7, 2017 6:54:41 AM

One of the biggest problems with contract management is imprecision in its definition. What exactly is its purpose; where does it begin and end; who is responsible for its overall performance?  

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Topics: organization & people, contract management

Calling all Commercial professionals: Prepare yourself for Industry 4.0

Posted by Tim Cummins

Jun 7, 2017 6:30:40 AM

The elements in what we are calling Industry 4.0 are converging – and already proving disruptive in a growing number of sectors. The impact on commercial practices, supply relationships and contracting will be enormous and those changes are coming fast.

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Topics: contract /commercial management, commercial management

Where is the growth?

Posted by Tim Cummins

May 24, 2017 3:56:46 AM

The Financial Times recently published an analysis of Europe’s fastest growing companies during the period 2012 – 2015. Perhaps the most interesting point is the industry segmentation of the list and the extent to which it reflects issues of market competition, disruption and opportunity.

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Topics: contracting excellence, performance management, 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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