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.

Contract management is NOT a sub-set of Procurement

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 24, 2015 4:51:30 PM

It’s not uncommon for business functions to lay claim to ownership or proficiency in another domain – but that doesn’t make it right.

In the case of contract management, the procurement, legal and project management functions are among those who assert it is ‘theirs’, that it is in some way a sub-set of what they do. That is, they make that claim until things go wrong – at which point it conveniently becomes someone else’s fault.

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Topics: procurement, sourcing, commercial management, supply chain management

Collaboration, agility and more technology

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 17, 2015 1:11:32 PM

What will contracting look like 5 years from now? What role will it play in the business?

IACCM is currently updating its studies on ‘The Future of Contracting’ through a series of interviews and web-based surveys. Already, there are hundreds of participants contributing their thoughts and ideas.

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Topics: relationship management, commercial management, technology

Re-thinking the contract management role

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 17, 2015 12:09:42 PM

” All large IT organizations now need to consume services from an increasing array of Service Providers to remain competitive and keep up with the rate of change in the industry.  This means that IT organizations are now required to integrate and orchestrate services provided by others, as much as deliver the services themselves. This requires organizations to change; change their processes, their skills and their culture.”

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Topics: commercial management, performance management, organization & people

So does the odd $2.5 billion really matter? Poor contracting strikes again …

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 11, 2015 12:31:05 PM

$2.6 billion over budget, 7 years late in delivery … and that’s just the revised estimate. If only the Department of Homeland Security and the IBM Corporation had studied IACCM’s guidance on ‘the 10 pitfalls of contract management’ before they embarked on their project to automate major elements of the US immigration process.

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Topics: negotiation, relationship management, commercial management, contracting excellence, performance management

Are your negotiations eroding value?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Nov 4, 2015 1:57:04 PM

IACCM research is showing a direct correlation between attitudes to risk and ease of doing business. Both these elements are significant in our approach to negotiation and in turn impact the quality of business relationships – and thereby affect results. 

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Topics: negotiation, contract /commercial management, sourcing, relationship management, commercial management, performance management

Are you hindering or helping your business?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Oct 15, 2015 1:33:47 PM

Several months ago, I was talking with a friend who is CEO of a mid-size software company – let’s call it Company X. She had been working with the marketing group at a large corporation and they were excited by the functionality that her product offered. The IT organization were also supportive because of its ease of integration and use. Both could see significant financial benefits when compared to competitive offerings.

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Topics: relationship management, commercial management, supply chain management

Sustainability and collaboration

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Sep 28, 2015 12:55:29 PM

A survey recently published by The Ethical Corporation suggests that the ‘most exciting opportunity’ to achieve sustainability is through collaboration with suppliers. However, while this was the most popular approach among those surveyed, it was selected by just 24%.

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Topics: relationship management, commercial management, supply chain management

Are you a trusted advisor?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Aug 10, 2015 8:43:20 AM

We often hear about the benefits of becoming a 'trusted advisor'. Certainly it is a role that most consultants seek to fill, even if only in the context of a specific assignment. But it is also a term widely used by commercial managers and lawyers, representing an aspiration for the value they might deliver. IACCM training includes extensive discussion about the qualities needed to gain this status, especially for those who complain that they are often not consulted or, more commonly, 'not involved early enough'.

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Topics: contract /commercial management, commercial management, legal

Training, what training?

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Feb 23, 2015 4:38:29 AM

Contract and commercial management may be increasingly important to business success, but that is not translating to significant investment in training or raising skills. The bottom line seems to be, if you want to improve your knowledge, watch your colleagues and learn 'on the job'.

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

Contract & Commercial Management: some questions need to be answered

Posted by Tim Cummins, President of IACCM, Professor, Leeds University School of Law; Chair, International Commercial & Contract Management

Jan 28, 2015 2:15:02 AM

Continuing this week's theme of the 'big issues' facing contract and commercial management, Martin Loenstrup made a comment that included a number of questions he rightly suggests must be answered.

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

About the Author


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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.
 

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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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