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.

Change, Risk & Integration

Posted by Tim Cummins

Oct 18, 2017 3:25:49 PM

At the end of each IACCM conference, we like to summarize key themes. Today, I am featuring the observations of Sally Hughes, IACCM’s Chief Operating Officer.

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Topics: contracting excellence, performance management, risk management, contract management

Uber’s biggest failure: contract management

Posted by Tim Cummins

Oct 6, 2017 3:40:51 AM

One of my colleagues recently met a marketing executive from Uber at an airport. While talking, my colleague observed:’Uber is really a giant contract management company’. His comment was met with a puzzled look, followed by the reply: ‘I’ve never really thought about contracts’.

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

Culture or competence: why is Australia different?

Posted by Tim Cummins

Sep 21, 2017 5:56:42 AM

Compared to other world regions, Australians sees less purpose in contracts – and those expectations are mirrored in the results they perceive themselves achieving.

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Topics: international, contracting excellence, contract management

Do we need contracts? Industry speaks

Posted by Tim Cummins

Sep 21, 2017 5:51:08 AM

We all know that people have different views about the purpose and value of contracts. But what about industries? Do they also have distinct perspectives?

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

Contracting with emojis

Posted by Tim Cummins

Aug 31, 2017 3:06:18 AM

We have all heard the demands for simpler, shorter contracts. Most of us sympathize with the view that plain language and thoughtful structure assist with interpretation and understanding.

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Topics: technology, organization & people, contract management

Leadership: Do you have what it takes?

Posted by Tim Cummins

Aug 31, 2017 3:02:53 AM

As routine and repetitive tasks are steadily taken over by machines, personal skills and characteristics will become critical for job security and progression. High on the list are leadership and influencing skills. These are critical to opportunities for advancement and also for gaining ‘trusted adviser’ status.

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Topics: contracting excellence, organization & people, contract management

Why do we have contracts?

Posted by Tim Cummins

Aug 16, 2017 3:08:51 PM

Contracts – there are millions of them and they cost a lot to produce. They have been around for thousands of years. So you might think that their purpose is clear and universally understood.

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

Supplier Relationship Management – a long way to go

Posted by Tim Cummins

Aug 6, 2017 2:16:00 PM

In the world of sales, the value of relationships is well understood. A key business goal is to generate repeat customers, to establish a sense of trust and loyalty. This is because, in general, the cost of servicing a repeat customer is lower than the cost of finding and closing new business. Sometimes, it is also true that loyal customers are willing to pay higher prices – or, in the case of less scrupulous suppliers, can be taken advantage of because they are less likely to price shop.

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Topics: contracting excellence, supply chain management, contract management

Shock news: Procurement doesn’t add value!

Posted by Tim Cummins

Jul 19, 2017 1:52:31 PM

In a press release published in Supply Management, we learn that ‘a majority of Procurement models are failing to add value’. According to a study by Ayming, a business performance consulting company, less than 20% of executives feel that “their organization has driven significant value from procurement in recent years”.

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Topics: procurement, contract management

Why contracts fail

Posted by Tim Cummins

Jul 19, 2017 1:49:02 PM

In the past, relatively high failure rates were an accepted part of any production activity. The quality movement successfully challenged this acceptance and, at least in manufacturing, drove performance to new heights.

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Topics: 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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