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?
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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.
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Topics:
contract /commercial management,
contract management,
IACCM,
organizaton,
contract value,
IACCM Research Forum
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phones, or the way that email has come to dominate our working day, or the extent to which physical meetings have been replaced by conference calls and webinars ...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.
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Topics:
negotiation,
contract /commercial management,
procurement,
relationship management,
communication,
IACCM,
technology and contracts
One of the top employee complaints is “My company fails to invest in its people.”
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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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IACCM has today issued the results of its latest survey into payment terms. This multi-jurisdictional, cross-industry study attracted input from 393 organizations and gathered data from the buyer community, therefore reflecting terms and policies in business-to-business transactions.
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Topics:
contract /commercial management,
procurement,
IACCM,
contract benchmarks,
payment terms,
supply chain finance
Contract and Commercial Management - it’s a great job, but is it a great career?
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A recent article in Harvard Business Review added to the long running debate on ‘relational contracting’ and advocated ‘a new approach to contracts’.
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Back in 2017, IACCM published a report on the state of contract management software. Since then, its findings have been much cited by analysts and consultants. This is what we said:
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Topics:
contract /commercial management,
technology,
IACCM,
contract lifecycle management,
which CLM,
Do contract management systems work?,
contract automation
A new decade is almost upon us. It’s the decade of RRP - Relationship Resource Planning - when a great wave of efficiency and cost reduction will be achieved through streamlining the management of external relationships.
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Topics:
contract /commercial management,
relationship management,
commercial management,
technology,
communication,
IACCM,
RRP,
commercial analysis
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