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 of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Recent Posts

Are negotiators in the Western world stupid?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Jan 21, 2020 1:20:52 AM

This may seem a rather provocative headline - but it is apparently a question frequently asked by business people in Asia, based on their experiences with counterparts from the Western world.

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Topics: negotiation, contract /commercial management, procurement, relationship management, IACCM, Asia

Managing supply ecosystems

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Jan 15, 2020 11:28:31 PM

Effectively managing suppliers is not easy. In many cases, the tools and systems that support supplier management are at best rudimentary. Indeed, a report released this week by the Supply Chain Research Council reveals that Excel spreadsheets 'remain the most commonly used analytical tool'. Not an especially powerful way to gather, analyze or act upon data.

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Topics: contract /commercial management, technology, IACCM, supply ecosystems, customer support, Uber, supply chain

Adding value through contract management

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Dec 6, 2019 3:55:19 AM

For 20 years, IACCM has been at the forefront in identifying and quantifying the impact of good contract management on business results. Value is achieved in several ways - for example, reducing contract value erosion, supporting contract growth, contributing to reputation and ensuring ethical practices.
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Topics: contract /commercial management, contract management, IACCM, organizaton, contract value, IACCM Research Forum

Is technology destroying contract performance?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Dec 4, 2019 3:10:06 AM

We have all witnessed it. Whether it’s our kids and their obsession with computer games and mobile phones, or the way that email has come to dominate our working day, or the extent to which physical meetings have been replaced by conference calls and webinars ... technology continues to transform communications and the nature of human interactions. And that has very real consequences for the quality of life and the value that is generated from relationships.
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Topics: negotiation, contract /commercial management, procurement, relationship management, communication, IACCM, technology and contracts

Trends in Payment Terms

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 18, 2019 6:51:04 PM

IACCM has today issued the results of its latest survey into payment terms. This multi-jurisdictional, cross-industry study attracted input from 393 organizations and gathered data from the buyer community, therefore reflecting terms and policies in business-to-business transactions.
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Topics: contract /commercial management, procurement, IACCM, contract benchmarks, payment terms, supply chain finance

Contract & Commercial Management – facing a talent crisis?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 14, 2019 12:33:45 PM

Contract and Commercial Management - it’s a great job, but is it a great career?
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A new approach to contracts: finding the right balance

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 13, 2019 2:57:20 PM

A recent article in Harvard Business Review added to the long running debate on ‘relational contracting’ and advocated ‘a new approach to contracts’.

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Contract Management Automation: Making Progress?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 12, 2019 10:14:08 PM

Back in 2017, IACCM published a report on the state of contract management software. Since then, its findings have been much cited by analysts and consultants. This is what we said:
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Topics: contract /commercial management, technology, IACCM, contract lifecycle management, which CLM, Do contract management systems work?, contract automation

Commercial & Contract Management 2020

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Oct 30, 2019 8:27:51 PM

A new decade is almost upon us. It’s the decade of RRP - Relationship Resource Planning - when a great wave of efficiency and cost reduction will be achieved through streamlining the management of external relationships.
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Topics: contract /commercial management, relationship management, commercial management, technology, communication, IACCM, RRP, commercial analysis

Value for money presents challenges

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Oct 28, 2019 2:55:00 PM

A shift in procurement practices from awards based on price to awards based on value is much discussed and, for most people, long overdue. All the evidence suggests that many organizations continue to struggle with making the change.

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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.
 

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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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