Commitment Matters

If performance matters, why are contracts ignored?

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.

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.

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

Negotiation in an age of automation

Posted by Tim Cummins, CEO, 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.

Commercial & Contract Management: Resolution for a New Decade

Posted by Tim Cummins, CEO, IACCM

Jan 6, 2020 8:20:51 AM

Aspirational visions such as eliminating hunger, poverty or child mortality are often dismissed as unrealistic. Yet while they are certainly challenging, progress towards these goals has been remarkable. Over the last four decades, the proportion of the world’s population living in extreme poverty has dropped from 42% to 10%. Since 1950, the percentage dying during childhood has dropped from 27% to 4%. Major challenges remain – but history suggests we will succeed in addressing them.

Commercial & Contract Management: Reflecting on a Decade

Posted by Tim Cummins, CEO, IACCM

Dec 30, 2019 10:29:00 AM

A report card for Commercial and Contract Management over the last decade would note several key developments:

A strategy for contract and commercial management

Posted by Tim Cummins, CEO, IACCM

Dec 13, 2019 9:45:53 AM

While there are multiple publications addressing the operational aspects of contracting and negotiation, It is interesting to observe that there is no existing book providing a holistic view of commercial and contracting strategy. Is that because it’s not needed, or it’s too complicated, or perhaps it reflects the fact that commercial and contracting activities are too fragmented, that there is typically no natural ‘owner’ equipped to compose or use such a work?

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.

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.

Topics: negotiation, contract /commercial management, procurement, relationship management, communication, IACCM, technology and contracts

Whose job is it?

Posted by Tim Cummins, CEO, IACCM

Nov 25, 2019 8:06:36 AM

One of the top employee complaints is “My company fails to invest in its people.”

Men vs. Women in Contract & Commercial Management

Posted by Tim Cummins, CEO, IACCM

Nov 19, 2019 3:14:21 PM

The field of Contract & Commercial Management still has some way to go in creating equality between male and female professionals. It begins with the finding that overall just 32% of the community are women and is compounded by the fact that they are less than half as likely to be in a senior management role. This is especially the case in Procurement, where the ratio of women is just under 30% (compared with 40% in sales contracting).

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If performance matters, why are contracts ignored?

Managing supply ecosystems

Negotiation in an age of automation

Commercial & Contract Management: Resolution for a New Decade

Commercial & Contract Management: Reflecting on a Decade

A strategy for contract and commercial management

Adding value through contract management

Is technology destroying contract performance?

Whose job is it?

Men vs. Women in Contract & Commercial Management

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