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.

The BIG question for Procurement

Posted by Tim Cummins

Jun 13, 2018 11:27:00 AM

More and more is written about the future of Procurement and the shift that is required in its approach. Collaborative, value-focused,  approachable – there is extensive commentary on the changes in behavior and attitude that are needed to engender trust and thereby raise functional status.

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Topics: contract /commercial management, procurement

Most negotiated terms 2018

Posted by Tim Cummins

Jun 12, 2018 11:19:00 AM

If the reason for negotiation is to reach an agreement that delivers mutual benefit, it is quite clear that many of today’s business-to-business negotiations fail to achieve their purpose.

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

Public sector contracting: failing the public interest

Posted by Tim Cummins

Jun 7, 2018 11:12:00 AM

The Premier of New South Wales is just the latest politician to espouse the cause of collaboration. Faced by high-profile lawsuits and massive cost overruns, Gladys Berejiklian this week pledged ‘to take a different approach to big infrastructure projects’.

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Topics: contract /commercial management, contracting excellence

The Dark Side

Posted by Tim Cummins

Jun 5, 2018 10:37:00 AM

There is so much buzz around the need for stronger relationships, the importance of collaboration, the value to be achieved through partnering.  Business today demands personnel who deliver these qualities and who welcome diversity, the use of judgment, the eradication of prejudice.

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Topics: contracting excellence, organization & people, contract management

Contract negotiations and ineffective risk sharing

Posted by Tim Cummins

May 27, 2018 1:08:00 PM

I’m in Australia, reading the Financial Review. An article on infrastructure projects asks the question: ‘Will this investment surge allow Australia to ride the global economic upswing? Or. amid the rush to compete, are high profile commercial disputes a sign that government and business are failing to effectively share risks for taxpayers and investors?’

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Topics: negotiation, contract /commercial management, contract management

Negotiating skills are just the beginning

Posted by Tim Cummins

May 24, 2018 1:04:00 PM

IACCM regularly conducts industry studies on the values and experiences of contract negotiators to support ‘voice of the customer’ and ‘voice of the supplier’ reports for its members.

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Topics: negotiation, contracting excellence, contract management

Why do we use the wrong contracts?

Posted by Tim Cummins

May 23, 2018 1:02:00 PM

Earlier this week I cited a report which observed that outsourcing contracts are failing to keep pace with the nature of the market. Smaller, more flexible agreements which focus on outcomes and use new pricing models are not compatible with the onerous terms and conditions and sheer size of the contracts in use today.

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

New technology not a big deal for in-house counsel

Posted by Tim Cummins

May 22, 2018 11:10:00 AM

When it comes to cutting costs, spend on external counsel is the primary target for in-house legal teams. In a current IACCM survey, 74% of participants say they are using fixed fee arrangements, detailed billing reviews and panel discounts.

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Topics: technology, contracting excellence, contract management

Commercial Update: a need for innovative terms

Posted by Tim Cummins

May 21, 2018 11:05:00 AM

A weekly update on contract and commercial news and trends.

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Topics: commercial management, contracting excellence, contract management

Invoice accuracy: problem or opportunity?

Posted by Tim Cummins

May 18, 2018 10:58:00 AM

Organizations that institute greater controls over invoice payment achieve, on average, a benefit of around 4.3% of invoice value. That represents a lot of money – so it is worth reading on!

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Topics: technology, contract management

About the Author


iaccm-team-tin-cummins


Tim Cummins

In his role as President 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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