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.

Facts, opinions and informed judgment

Posted by Tim Cummins

Feb 22, 2017 5:15:47 AM

When it comes to decision-making in business, what’s of greater value – a person with facts or a person with opinions? The answer, of course, is something of a blend. Good decisions often rest on the use of informed judgment.

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Topics: procurement, organization & people

Why is collaboration so hard?

Posted by Tim Cummins

Feb 15, 2017 6:11:05 AM

Is it lack of trust, the difficulty of making a sustained effort, an inability to coordinate behaviors? When it comes to building collaborative business relationships, numerous reasons are advanced as to why success stories (at least at a substantive level) are so rare. This week, I became aware of yet another report – this time from KPMG and related to the defence industry – that repeats the mantra. In spite of exhortations by executives, businesses simply don’t collaborate easily or well.

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Topics: performance management, organization & people

The purpose of a contract

Posted by Tim Cummins

Feb 8, 2017 4:56:31 AM

When you aren’t sure what purpose something has, it is impossible to measure whether it is fit for purpose. Or alternatively, when it is multi-purpose, we run the risk that it does many things, but none of them especially well.

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Topics: organization & people, contract management

I’m important – but I can’t demonstrate my value

Posted by Tim Cummins

Feb 1, 2017 5:21:12 AM

In a recent webinar for leaders of procurement, commercial and contract management functions, over 70% indicated that they feel under pressure to deliver more business value. Just 12% felt confident that they were already on a path to greater stability and success.

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Topics: procurement, performance management, organization & people

Is Procurement a function or a process?

Posted by Tim Cummins

Jan 14, 2017 11:04:32 AM

Are Supply Chain, Procurement, and IT on different Planets from Category Management and Operations?

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Topics: procurement, organization & people, contract management

Extraordinary leaders wanted!

Posted by Tim Cummins

Nov 30, 2016 5:37:00 AM

Every day there are new examples of commercial innovation. Just yesterday, for example, I read about Electrolux and the ‘uberification’ of washing machines (and potentially other domestic appliances) and the link-up between ABB and Microsoft to transform interactions between suppliers and offer dynamic services to ABB customers.

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Topics: organization & people

Supplier Relationship Management: does it add value?

Posted by Tim Cummins

Nov 23, 2016 8:51:00 AM

Many organizations have introduced Supplier Relationship Management (SRM). Some are able to quantify the benefits, mostly in the form of ‘savings’, by which they generally mean price or cost reductions. A few point to incremental benefits, such as examples of innovation that may have led to increased revenue or profits.

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Topics: organization & people

Do you need Contract Managers?

Posted by Tim Cummins

Nov 15, 2016 4:24:49 AM

“No debate, not a word of warning – just 6 months’ notice that the role is being eliminated.”

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Topics: organization & people

Are contract and commercial skills relevant to my job?

Posted by Tim Cummins

Nov 9, 2016 4:43:11 AM

“The world is held together by innumerable contracts”. That was an observation of the Nobel committee for economics when making its 2016 award.

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Topics: organization & people

How many Contract Managers do you need?

Posted by Tim Cummins

Nov 9, 2016 4:41:07 AM

It is planning season so I am increasingly being asked for data to support headcount and resource estimates. The questions apply to both contract management and commercial management and for organizations large and small.

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Topics: organization & people

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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