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.

Is Procurement ‘dumbing down’ contracts?

Posted by Tim Cummins

May 11, 2019 6:25:23 AM

Twice in the last week I have had conversations with people who think that Procurement functions today are ‘dumbing down’ contracts. If true, that’s a big mistake and will undercut the stated ambition of the function to raise its profile and value. It is also at variance with what we see happening in at least some IACCM member organizations.
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Topics: procurement, relationship management, commercial management, communication

Understanding Commercial Innovation

Posted by Tim Cummins

Mar 20, 2019 8:09:58 PM

‘Commercial Innovation’ is increasingly recognized as a critical discipline for business survival and the delivery of value. Back in the 1940's, Nobel prize-winning economist Joseph Schumpeter made the observation that to achieve success, technical invention must be accompanied - sometimes even led - by commercial innovation.

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Topics: commercial management

Legal Spend: Have Law Departments Got It Right?

Posted by Tim Cummins

Mar 8, 2019 6:01:00 AM

The 2018 HBR Consulting report on in-house legal spend contains interesting data. It reveals a continuing, if modest, increase in budget and a tendency towards increased headcount. Of the various efforts to increase efficiency, the adoption or use of technology appears the most prevalent. Meantime, the hourly rates of outside counsel apparently continue to increase.

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Topics: commercial management, organization & people

Commercial Excellence: The World Awakens

Posted by Tim Cummins

Dec 3, 2018 4:32:23 PM

Is your organization on the path to commercial excellence? McKinsey, the global strategic consultants, are just the latest to grasp the critical role that commercial competence plays in delivering performance and growth. In a recent article, they observe that leading organizations ‘are now using superior execution rather than better offerings to outperform incumbents and drive growth’.

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Topics: commercial 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

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

Commercial Update: 3 major questions for commercial teams

Posted by Tim Cummins

Jul 3, 2018 3:56:00 AM

In this edition:

  • Keeping pace with change – 3 major questions for commercial teams.
  • AI is struggling to make inroads within corporate legal departments.
  • Is outsourcing in trouble?
  • California introduces its own GDPR.

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Topics: commercial management, contract management

Commercial Update: a need for innovative terms

Posted by Tim Cummins

May 21, 2018 11:05:00 AM

A weekly update on contract and commercial news and trends.

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Topics: commercial management, contracting excellence, contract management

Why would company execs want the GC to report to the CFO?

Posted by Tim Cummins

Sep 21, 2017 6:00:13 AM

An article in Inside Counsel poses the question “Why would company executives want the General Counsel to report to the CFO”? It highlights the following as potential reasons:

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Topics: contract /commercial management, commercial management, performance management, organization & people

What is a commercial powerhouse?

Posted by Tim Cummins

Aug 6, 2017 2:22:28 PM

Commercial management is about understanding markets, then turning that understanding into an appreciation of the capabilities needed to meet market requirements and determining whether those capabilities can be developed, sustained and turned into profitable operations.

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

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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