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.

Can there be trust without transparency?

Posted by Tim Cummins

Sep 25, 2018 10:39:00 AM

There is a growing movement for transparency in contracting. Organizations such as the Center for Global Development and the Open Government Partnership are at the forefront. IACCM is a contributor and strong supporter of this work since it is fundamental to our mission of ‘improving the quality and integrity of trading relationships’.

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Topics: contracting excellence, organization & people, contract management

The use (and abuse) of commercial structures

Posted by Tim Cummins

Sep 24, 2018 10:36:00 AM

“Memorial Sloan Kettering is in turmoil over a deal officials made to share cancer patient data with a for-profit artificial intelligence start-up.”

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Topics: contract /commercial management, commercial management, contract management

Contract Management: Is it worth investment?

Posted by Tim Cummins

Sep 21, 2018 10:31:00 AM

Although senior managers understand that contracts are important, most do not grasp the challenges – or potential contribution – that are associated with contract management. On the surface, it seems such an obvious and straight-forward activity – and therefore struggles to gain investment.

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Topics: contract /commercial management, performance management, contract management

E-signatures – slow progress?

Posted by Tim Cummins

Sep 20, 2018 10:28:00 AM

In 2006, at an IACCM Americas conference, a group of senior attorneys ran a mock trial to test the enforceability of electronic signatures. They concluded that, subject to due process, such signatures are enforceable.

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Topics: contracting excellence, contract management

Digitizing contracts

Posted by Tim Cummins

Sep 19, 2018 10:33:00 AM

It’s 25 years since big corporations started to automate and streamline internal data flows and communications. Given the impact that these changes had, it doesn’t take a brilliant mind to recognize the scale of cost and inefficiency associated with today’s semi-automated external communications and the virtual absence of automatically shared data. Essentially, the success of an organization such as Amazon is in large part because it has automated commerce, stripping out cost and simplifying the customer and supplier experience.

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Topics: contracting excellence, contract management

Are you running blind?

Posted by Tim Cummins

Sep 17, 2018 6:35:36 AM

At the start of this week, I had two very different conversations. In each case, the conversation was with the global head of the Commercial & Contract Management function and in each case they were handling major outsourcing and services agreements. But at this point the story starts to diverge. They are summarized below:

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Topics: contract /commercial management, contract management

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: commercial management, contract 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: organization & people, contract management

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 /commercial management, technology, contract 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 /commercial management, contracting excellence, contract management

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.
 

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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