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.

What is a contract?

Posted by Tim Cummins

Feb 22, 2017 5:21:55 AM

It may seem amazing to ask, but what is it that constitutes a contract? More specifically, how would the average person in business answer this question?

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Topics: contract /commercial management, 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

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

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

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

Commercial Management – the non-existent role

Posted by Tim Cummins

Feb 1, 2017 5:02:55 AM

For a role that apparently does not exist, commercial management appears remarkably healthy and resilient. Not only are the numbers of commercial managers growing, but so is the pay rate relative to some of the comparable roles within business.

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Topics: commercial management

What impact Davos?

Posted by Tim Cummins

Jan 18, 2017 7:22:40 AM

Today sees the start of another World Economic Forum, the annual meeting in Davos, Switzerland.

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Topics: contract /commercial management

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

About the Author


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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