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 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

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

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

Contract drafting: Limitation of Liability

Posted by Tim Cummins

Oct 13, 2016 5:58:59 AM

“But do we know what our competitors are doing? Anyone who has had a role in setting policy or drafting contract clauses will be familiar with that question. None of us want to establish positions that make us uncompetitive; yet we don’t want to take unnecessary risks. So no matter whether you are buying or selling, it would be really helpful to have market insight.

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Topics: performance management

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

Change management: it’s a question of attitude

Posted by Tim Cummins

Sep 6, 2016 5:10:04 AM

The need to manage change is becoming more probable and more frequent. Markets, customers, regulators – it is a challenge for business today to remain competitive and to remain compliant. And that situation is often made worse by the extent to which we depend on our external trading partners to facilitate (or even originate) that change.

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Topics: contract /commercial management, performance management

What does good look like?

Posted by Tim Cummins

Aug 31, 2016 5:51:25 AM

When it comes to contract and commercial management, what does good look like? With some 83% of business people in a recent poll dissatisfied with their organization’s contracting process, you might think that this would be an important question and that businesses worldwide would be seeking answers.

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Topics: contracting excellence, performance management

Performance indicators for contract managers

Posted by Tim Cummins

Jul 7, 2016 4:31:33 AM

I want to share a question that appeared this week on the IACCM message board.

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Topics: contract /commercial management, performance management

Focus on contract management is delivering results

Posted by Tim Cummins

Jun 30, 2016 4:55:18 AM

Its easy to write about the many areas where contract management could be improved. It is the failures that make the headlines. But sometimes it is important to reflect and recognize the success stories.

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Topics: contract /commercial management, performance management

Project and Contract Management

Posted by Tim Cummins

May 26, 2016 5:12:06 AM

Do we complement each other, or do we compete? 

The value of projects is supposed to increase by more than 50% – or $18 trillion – over the next few years, creating nearly 16 million new jobs (though it strikes me that many of these will be replacement jobs, not new). The article implies many of these roles will be as ‘project managers’ – in other words, coordinators of the activities needed to deliver valuable contract and project outcomes.

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Topics: contract /commercial management, contracting excellence, performance 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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