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.

Why don’t they understand?

Posted by Tim Cummins

Mar 22, 2017 5:11:02 AM

In a recent poll, 82% of contract and commercial managers said that their biggest challenge is ‘providing measurable business value’. While a similar percentage say that they enjoy their work, many are frustrated that it isn’t better understood or appreciated.

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Topics: contracting excellence, contract management

The accidental contract manager

Posted by Tim Cummins

Mar 15, 2017 7:07:29 AM

If you are involved in contract or commercial management, is it by design, or by accident? And what about your colleagues?

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Topics: contract /commercial management, contracting excellence

Crossing boundaries: the challenge of lost value

Posted by Tim Cummins

Mar 15, 2017 7:05:31 AM

I was recently running a workshop to assist in designing the governance terms for a major contract. The overall program lifecycle will be around 30 years, so change is inevitable. Among those changes will be shifts in the contracting parties themselves, as well as the roles that need to be fulfilled.

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Topics: contract /commercial management, contracting excellence

Contracts and agility: an oxymoron?

Posted by Tim Cummins

Mar 1, 2017 3:29:54 AM

Agility – the ability to move quickly and easily – is not an attribute many would apply to contracts or the contracting process. For many, the need for a contract is seen as an impediment, a barrier to getting things done. Executives are among those who regularly call for simplification and speed.

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Topics: contracting excellence, 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

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

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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