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.

Tim Cummins, President, IACCM

Recent Posts

The global economy, coronavirus and Heathrow

Posted by Tim Cummins, President, IACCM

Mar 2, 2020 10:53:58 AM

The decision by the UK Appeal Court to block development of a third runway at London Heathrow may at first sight have little to do with coronavirus. But in fact, are we starting to see the convergence of forces that will fundamentally reshape social values and the global economy?
Read More

The pernicious effect of compliance

Posted by Tim Cummins, President, IACCM

Feb 28, 2020 12:12:35 PM

These days, organizations invest heavily in compliance. It’s important, but done the wrong way can have disastrous results.
Read More

Where next globalization?

Posted by Tim Cummins, President, IACCM

Feb 24, 2020 7:33:13 AM

The coronavirus crisis is illustrating the stark interdependencies of the modern world. Businesses everywhere are having to confront delays, missing components and claims under force majeure.
Read More

Coronavirus and Force Majeure

Posted by Tim Cummins, President, IACCM

Feb 18, 2020 5:07:30 PM

At the time of the Global Financial Crisis, the Force Majeure clause briefly rose to second place in the annual study of the most negotiated terms. Those buyers and suppliers who had sufficient power to drive changes sought to reshape the clause in ways that would work to their advantage.
Read More

Contract redesign is great – but it needs conventions

Posted by Tim Cummins, President, IACCM

Feb 14, 2020 11:22:56 AM

Contract redesign is an exciting and massively beneficial movement. Digitization has enabled new thinking in both the form and the purpose of contracts. We have entered an era where trading relationships are not just proliferating, but also need to be adaptive to shifting values, volatile markets and constant innovation. To support these demanding conditions, contracts are assuming a new and dynamic role, facilitating understanding and performance – which means design for users and clarity of communication.

Read More

Are you doing what your CEO needs?

Posted by Tim Cummins, President, IACCM

Feb 10, 2020 10:53:20 AM

Disruption. Apparently that is the number one issue facing CEOs. But what does it mean - both for them and for you?
Read More

Honesty in Contracting

Posted by Tim Cummins, President, IACCM

Feb 7, 2020 3:29:55 PM

Conventional wisdom is that Sales and Marketing should extol the benefits of a product or service and avoid mention of any possible drawbacks or negatives. Those aspects are covered by the contract, typically in the form of limitations with regard to performance or use, but also in terms of potential recourse. In other words, we all know that sales people and marketing materials tell only part of the story and the contract often conveys a very different message.
Read More

McKinsey and collaboration: better late than never

Posted by Tim Cummins, President, IACCM

Feb 3, 2020 7:23:52 AM

McKinsey, the strategic consultant and advisory firm, has discovered collaboration. At least, they have discovered collaborative contracting - I don’t know whether that translates to McKinsey itself collaborating with anyone!
Read More

If performance matters, why are contracts ignored?

Posted by Tim Cummins, President, IACCM

Jan 16, 2020 10:35:17 AM

Speed matters. So why do so few organizations take steps to reduce contracting cycle times? A few are achieving improvements of 20-30%. Most are not even looking.
Read More

Negotiation in an age of automation

Posted by Tim Cummins, President, IACCM

Jan 9, 2020 8:48:07 AM

The nature of negotiation is changing. Today, approximately 70% of negotiations are ‘virtual’ in their entirety. 36% of negotiators never meet with external counter-parties - and that percentage is even higher in the United States. Worldwide, only 2% of negotiators say that all their negotiations involve at least some face to face interaction.
Read More

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.
 

Posts by Topic

see all

Recent Posts

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.
Compare Membership Types & Pricing