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.

Making compliance easy

Posted by Tim Cummins

Apr 11, 2018 2:39:00 PM

Non-compliance is risky. It leads to fines, job losses, reputational damage, lost sales. Since it is so important, businesses make substantial investments to reduce the chance of breaches – and of course a major element of those investments is people: reviewers, approvers, auditors, compliance experts.

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Topics: contracting excellence, performance management, contract management

Defining the contracting lifecycle

Posted by Tim Cummins

Apr 1, 2018 4:16:53 AM

Many organizations do not have a well-defined, end-to-end contracting process. Frequently, contract-related activities appear as sub-elements in other processes – for example, in Product Lifecycle Management, Procurement or Project Management.

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Topics: contract /commercial management, performance management, contract management

Contract templates: we must do better

Posted by Tim Cummins

Mar 1, 2018 1:57:00 PM

According to IACCM’s most recent benchmark survey, some 92% of corporations operate with standard template agreements. In the traditional ‘battle of the forms’, the buyer templates are generally the winner. That typically means that both sides lose.

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Topics: contracting excellence, performance management, contract management

Do suppliers hate their customers?

Posted by Tim Cummins

Feb 19, 2018 5:15:00 AM

Some years ago, I was asked to speak at a meeting of the supplier management staff at a major bank.

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Topics: performance management, supply chain management, contract management

Improve performance: scrap traditional contracts

Posted by Tim Cummins

Nov 30, 2017 3:09:21 PM

Contract success is directly impacted by the motivation of the parties. Research increasingly shows that traditional forms of contract are demotivating and therefore can be directly responsible for under-performance. The way that terms are expressed, the extent to which they mandate specific actions and the degree to which they provide a relational structure are of particular importance.

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

Do these issues sound familiar?

Posted by Tim Cummins

Nov 14, 2017 2:19:56 PM

How often do you encounter some or all of these causes of contract under-performance?
 
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Topics: contract /commercial management, contracting excellence, performance management

The cost of a contract

Posted by Tim Cummins

Nov 2, 2017 12:57:03 AM

I was recently asked by LawGeex, an AI technology and analytics provider, to update an article I wrote in 2011, estimating the typical cost of producing a contract. Here is the result.

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Topics: contract /commercial management, performance management, contract management

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

Failed outsourcing? Don’t blame the other side

Posted by Tim Cummins

Oct 6, 2017 3:45:17 AM

New research will be presented at the IACCM Americas conference next week. It shows that levels of trust in outsourcing relationships are often weak or non-existent. Not surprisingly, where trust is low, disappointing or failed results are not far behind.

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Topics: procurement, performance management, organization & people

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

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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