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.

Despite technology, contract cycle times are lengthening

Posted by Tim Cummins

May 31, 2019 2:34:30 AM

Read most corporate strategies and words like ‘speed’, ‘accelerate’ and ‘velocity’ jump from the page. Boards and executives understand the importance of rapid change, the ability to be adaptive to unpredictable events and market conditions.
Read More

Topics: contract /commercial management, communication, IACCM

Ranking (and reforming) Public Procurement: a complex task

Posted by Tim Cummins

May 24, 2019 12:51:42 AM

The Blavatnik School of Government at Oxford University recently released  a report containing its 2019 assessment of International Civil Service Effectiveness. Within this, it included a series of specific assessments, one relating to public procurement.
Read More

Topics: contract /commercial management, communication

Better Procurement: Platform vs. Panel

Posted by Tim Cummins

May 14, 2019 4:05:29 AM

The use of ‘supplier panels’ is relatively widespread in modern procurement, especially in categories such as professional services. The concept behind them is that they bring greater speed and efficiency to supplier selection and  - in theory - reduce costs. In practice, some argue, they undermine value, stifle innovation, threaten integrity and more likely increase costs.

Read More

Topics: contract /commercial management, procurement, communication, legal & regulatory, supplier platforms, IACCM

Is Procurement ‘dumbing down’ contracts?

Posted by Tim Cummins

May 11, 2019 6:25:23 AM

Twice in the last week I have had conversations with people who think that Procurement functions today are ‘dumbing down’ contracts. If true, that’s a big mistake and will undercut the stated ambition of the function to raise its profile and value. It is also at variance with what we see happening in at least some IACCM member organizations.
Read More

Topics: procurement, relationship management, commercial management, communication

“Digitizing contracts is an eye-opener”

Posted by Tim Cummins

May 8, 2019 5:33:28 PM

My title is a quote from an executive at contract management provider  Icertis  and helps explain the growing momentum and interest in contract-related technologies.
Read More

Topics: contract /commercial management, communication

Future contracting: stronger together

Posted by Tim Cummins

Apr 26, 2019 4:02:12 AM

Big organizations have traditionally seen little need to collaborate. Their size gives them power - power over suppliers, customers, distribution networks, even over government and public policy. When it comes to negotiation, they simply don't do it. Contract terms are imposed on the counter party. Why be reasonable when you can instead exercise control (and call it ‘compliance’)?
Read More

Topics: contract /commercial management, relationship management, IACCM Webinar, strongertogether

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.
Read More

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.
Read More

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?

Read More

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.

Read More

Topics: contract management, communication

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