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.

The pernicious effect of compliance

Posted by Tim Cummins, CEO, 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.
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Commercial Management is an anti-profession

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

Feb 27, 2020 2:39:38 AM

Let’s face it, professions are both good and bad. They create standards and promote integrity. But they also introduce restrictions and delays.
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Topics: contract /commercial management, procurement, commercial management, legal & regulatory, IACCM, the future of professions

Where next globalization?

Posted by Tim Cummins, CEO, 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.
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Coronavirus and Force Majeure

Posted by Tim Cummins, CEO, 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.
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Contract redesign is great – but it needs conventions

Posted by Tim Cummins, CEO, 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.

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Are you doing what your CEO needs?

Posted by Tim Cummins, CEO, 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?
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Honesty in Contracting

Posted by Tim Cummins, CEO, 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.
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McKinsey and collaboration: better late than never

Posted by Tim Cummins, CEO, 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!
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Social value on the rise: volunteers needed!

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

Jan 28, 2020 7:47:03 AM

As social expectations grow, organizations are increasingly focused on defining 'purpose'. This was a major theme at the 2019 World Economic Forum and momentum has continued, most notably with the recognition by 181 top CEOs that 'business needs a purpose beyond profit'.

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Topics: contract /commercial management, procurement, IACCM, contract for change, social value

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

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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