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.

Are KPIs past their sell-by date?

Posted by Tim Cummins

Apr 17, 2019 10:57:51 AM

Key Performance Indicators - or KPIs - are held up as critical elements for driving contract success. They bring clarity and discipline to complex situations, allowing both supplier and customer to monitor progress and performance.
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Topics: contract /commercial management, performance management, communication

Procurement is NOT Commercial

Posted by Tim Cummins

Apr 15, 2019 7:08:04 AM

I am observing a growing trend for Procurement teams to adopt the title ‘Commercial’. While I understand the reasons for this, it is typically misleading and misrepresents the true purpose of Commercial Management.
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Topics: contract /commercial management, organization & people, communication

When should training begin?

Posted by Tim Cummins

Apr 12, 2019 11:39:13 AM

CAPS Research issued a study result that ‘only’ 72% of companies offer supply management training within the first 12 months after hiring a new employee. The commentary implies this is a problem; but is it?

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Topics: organization & people, communication, management training

Please, no more contracts

Posted by Tim Cummins

Apr 11, 2019 8:08:44 AM

I have just spent two hours reading about trust and governance, the need for agile projects, the importance of collaboration. I’ve also been answering questions on how parties can best maintain alignment over a multi-year agreement and the role of optimism in ensuring success.

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Topics: contract management, communication

Contracting for impact

Posted by Tim Cummins

Apr 2, 2019 5:23:16 PM

It’s great news that impact investment continues to grow, with latest estimates published by the Financial Times (April 1st, 2019) showing fund values are now more than $500bn.

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Topics: contract management, communication

Understanding Commercial Innovation

Posted by Tim Cummins

Mar 20, 2019 8:09:58 PM

‘Commercial Innovation’ is increasingly recognized as a critical discipline for business survival and the delivery of value. Back in the 1940's, Nobel prize-winning economist Joseph Schumpeter made the observation that to achieve success, technical invention must be accompanied - sometimes even led - by commercial innovation.

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Topics: commercial management

The truth about invoicing

Posted by Tim Cummins

Mar 18, 2019 10:14:31 AM

There is compelling data from a number of sources indicating the scale of invoicing error in business.

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Self-service contracts: a revolution waiting to happen

Posted by Tim Cummins

Mar 13, 2019 5:51:30 AM

Today, I’m feeling surprised. And a little disappointed. I thought that progress was happening at a greater pace than it is. The fact it is not is bad news for the commercial community and its ability to innovate.

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Topics: organization & people, contract management

5 Steps to Build Commercial Expertise

Posted by Tim Cummins

Mar 12, 2019 12:00:36 PM

There’s a lot of conversation about building commercial competence within organizations. Sometimes it is referred to as ‘business acumen’. The reason it is so important is that decisions need to be made faster, but they must take account of risks. So there is growing investment in programs that help the workforce operate with better judgment.

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Topics: contract management

Reality trumps ambition in contracting

Posted by Tim Cummins

Mar 12, 2019 9:06:00 AM

In recent years, the UK Government has shown tremendous ambition in its efforts to transform the delivery of public services. Today, it offers a salutary tale illustrating the importance of ensuring that vision is tempered by an understanding of reality.

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Topics: 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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