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.

Strategic or administrative: which would you rather be?

Posted by Tim Cummins

Sep 12, 2018 6:44:00 AM

Contracts – and especially contract management – continue in many organizations to be seen as largely administrative. For those who perform tasks in this area, that is never good news. Not only does it mean they lack influence and status, it means they are also often seen as dispensable.

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Topics: contract management, commercial management

Can business ever act morally?

Posted by Tim Cummins

Sep 10, 2018 6:38:00 AM

The Royal Commission on Financial Services in Australia continues to unearth unprincipled and sometimes illegal activity within many of the industries leading players. These include the enormous scale of commissions paid for the sale of useless products.

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Topics: contract management, organization & people

Will new technology mean the end of term agreements?

Posted by Tim Cummins

Aug 31, 2018 6:33:00 AM

At a recent IACCM roundtable, participants discussed the seemingly insoluble issue of maximising value from supply relationships. It was widely agreed that loyalty and collaboration are important characteristics, since they support more open communication and opportunity evaluation. Yet loyalty and collaboration depend on levels of long-term trust and integrity that are rarely achieved. The key issues – especially for buyers – are ‘How do I stop suppliers taking advantage of me and how do I ensure I’m not overpaying or missing out on innovation?’

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Topics: contract management, technology, contract /commercial management

Destroying competition

Posted by Tim Cummins

Aug 28, 2018 3:48:00 AM

Competitiive bidding lies at the heart of most procurement strategies. In the case of the public sector, it is foundational to  public procurement regulations.

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Topics: contract management, contract /commercial management, contracting excellence

Eliminate your contracts

Posted by Tim Cummins

Aug 23, 2018 3:44:00 AM

Elon Musk is on a mission. Writing on Twitter, he said: “We’re trying to get rid of contracts completely. Should just be ‘tap here & you get your car’. Then, if you don’t like it for any reason, just return it like any other product.”

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Topics: contract management, contracting excellence, contract /commercial management

The world is awakening to contracts

Posted by Tim Cummins

Aug 19, 2018 3:37:00 AM

IACCM has recently announced the formation of the IACCM Council, an elected body of members who will be key in the Association’s governance and value delivery. Council delegates will benefit from their unique connection to a powerful network of professional thought-leaders and their access to world-class research. This article provides background to this exciting new development.

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Topics: contract management, communication, contracting excellence

Is negotiation dead?

Posted by Tim Cummins

Aug 16, 2018 3:05:00 AM

At its simplest, the word ‘negotiation’ means no more than having a discussion that is aimed at reaching an agreement. In this context, it seems safe to say that negotiations will survive; it is the current approach to negotiating that, while not yet dead, is in terminal decline.

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Topics: contract management, contract /commercial management, negotiation

What’s in a title?

Posted by Tim Cummins

Aug 13, 2018 11:41:00 AM

A few years ago, IACCM explored the range of job titles involved in performing the end to end commercial and contracting process, both buy and sell side. We found approximately 65 titles in common use.

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Topics: contract management, contract /commercial management

Benchmarking is often the key to survival

Posted by Tim Cummins

Aug 8, 2018 11:42:00 AM

Quality, time and cost are critical indicators for most business functions as they compete for funding and resources.

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Topics: contract management, performance management

The cost of poor invoicing

Posted by Tim Cummins

Jul 25, 2018 7:08:00 AM

There have been many highly publicized cases where invoicing went badly wrong, especially in the public sector. But the challenge of effectively checking and validating invoices is universal.

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Topics: contracting excellence, contract /commercial management

About the Author


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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