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.

Has Procurement really changed?

Posted by Tim Cummins

Oct 6, 2017 3:47:11 AM

The field of Procurement has been undergoing rapid and significant change.  All the experts predict that the era of change is not over – indeed, quite the opposite – it is speeding up.

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Topics: contract /commercial management, procurement, organization & people

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

Step to the side – it’s where you’ll find the opportunities

Posted by Tim Cummins

Sep 27, 2017 3:17:05 PM

Many of the jobs in procurement and sales contracting are squeezed into the middle of the process – that is, the part that starts with preparing or responding to bids and tenders, ensuring compliance, preparing and perhaps negotiating the contract.

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

How to stem value leakage

Posted by Tim Cummins

Sep 6, 2017 1:50:21 PM

How much value can be delivered through better contracts and contract management? It’s a question that many people ask and which directly impacts the ability to gain resources.

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Topics: contract /commercial management, procurement, organization & people

Dead-end strategies #1: Strategic Sourcing

Posted by Tim Cummins

Aug 31, 2017 3:01:30 AM

25 years ago, I worked with a large Business Administration function on a project to redefine their value. Senior management had issued a challenge to all support functions, requiring them to justify their existence.

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Topics: contract /commercial management, procurement, contracting excellence

Shock news: Procurement doesn’t add value!

Posted by Tim Cummins

Jul 19, 2017 1:52:31 PM

In a press release published in Supply Management, we learn that ‘a majority of Procurement models are failing to add value’. According to a study by Ayming, a business performance consulting company, less than 20% of executives feel that “their organization has driven significant value from procurement in recent years”.

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Topics: procurement, contract management

Contracts – who needs them!

Posted by Tim Cummins

Mar 29, 2017 3:11:40 AM

As we all know, a contract only has real purpose when things go wrong. That’s why organizations engage in a battle over whose form will prevail and it is why people become so frustrated when reaching agreement causes delay.

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Topics: contract /commercial management, procurement, contract management

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

The impact of terms and conditions

Posted by Tim Cummins

Feb 15, 2017 6:54:57 AM

Anyone involved with public procurement knows that the terms and conditions of contract are often onerous and inflexible. Past IACCM research indicated that a substantial price premium results from these terms – essentially, a cost of risk aversion. We also know that the rigidity of contract structure can contribute to costly failures and overruns.

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Topics: procurement, risk management

Procurement – it’s time for a re-birth

Posted by Tim Cummins

Feb 8, 2017 4:54:18 AM

There are growing voices that predict the death of Procurement. Faced by exciting new technologies, plus the opportunity to dramatically expand outsourcing (for example to an increasingly rampant company such as Amazon), such predictions are easy to understand. But are they right?

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Topics: procurement

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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