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.

Automation is creeping up on you

Posted by Tim Cummins

Aug 16, 2017 3:05:35 PM

Contract management technology has been around for almost 20 years – and has had remarkably limited impact. While some administrative tasks are now widely automated, the bulk of contract management still depends on human intervention and knowledge.

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Topics: contract /commercial management, technology, contracting excellence

What is a commercial powerhouse?

Posted by Tim Cummins

Aug 6, 2017 2:22:28 PM

Commercial management is about understanding markets, then turning that understanding into an appreciation of the capabilities needed to meet market requirements and determining whether those capabilities can be developed, sustained and turned into profitable operations.

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

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

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

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

Developing future leaders

Posted by Tim Cummins

May 24, 2017 3:44:19 AM

Much is written about the importance of developing leaders and last week, at IACCM’s European conference, the concept was turned into action.

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Topics: contracting excellence, organization & people, contract management

Do you negotiate words or principles?

Posted by Tim Cummins

May 10, 2017 6:28:28 AM

New technologies provide us with the ability to discover things we never knew. This promises to be especially valuable in the world of contracts and negotiations.

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Topics: negotiation, technology, contracting excellence, contract management

Walls or bridges

Posted by Tim Cummins

Apr 12, 2017 2:28:41 AM

This week saw the launch in Germany of a new Masters program in International Contract & Commercial Management. IACCM led the first two days, providing operational context and strategic direction.

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

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

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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