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.
Jan 26, 2015 6:18:16 AM
Jan 21, 2015 10:51:56 AM
Did you know that monitoring compliance remains a key focus for contract management groups and the most common area for reporting? Would you have guessed that only about 8% of organizations typically succeed in always imposing their standard terms or that, for the average company, around one third of contracts are completed without any negotiated amendment?
Jan 19, 2015 3:47:10 AM
Fact-based decision making is gaining the attention of business leaders worldwide. That is because they recognize it has critical importance to survival in today's volatile, competitive and complex markets.
Jan 7, 2015 4:16:14 AM
Those who follow the work of IACCM will be familiar with our assertions that commercial competence is becoming a major topic for business leaders. Faced by the growing complexity and competitiveness of a networked world, the ability to make better commercial judgments and to act fast upon them is a critical source of differentiation. Businesses are moving from a focus on efficiency in managing the internal enterprise to effectiveness in managing external markets.
Jan 6, 2015 5:42:21 AM
It is conventional at the start of a new year to reflect on what went before and to forecast what lies ahead. In reality, the change of a digit in the date has no significance. The world of contracts and commercial management was just the same on January 1st as it had been on December 31st.
Topics: negotiation, contract /commercial management, procurement, sourcing, relationship management, commercial management, technology, risk management, legal, organization & people, supply chain management
Dec 1, 2014 6:14:51 AM
There has been a surge of interest in contract management in the last two years. Organizations have increasingly recognized its importance in delivering business results and, in many cases, have been driven by concerns raised through their Audit Committee. A range of factors underlie this shift – regulatory compliance, reputational risk, performance management, financial returns. It has resulted in extensive process reengineering and frequent attention to organizational design.
Nov 25, 2014 9:53:08 AM
At an IACCM member meeting in the UK, I presented on the topic of ‘Weaknesses in Contract Management’, focusing on the incremental value opportunities that are realized if we focus on driving bottom-line benefits.
Nov 2, 2014 8:35:18 AM
When GT Advanced first spotted a major opportunity to supply Apple, I am sure their management were excited by the prospect. This could surely be a route to rapid growth. When they won a contract, the market clearly agreed - the stock price rose rapidly. Now, with the declaration of bankruptcy, the post-mortem begins ...
Oct 12, 2014 3:47:09 AM
There is growing evidence that the form and design of a contract has substantial impact on the results achieved. The evidence ranges from studies on major projects, which often suffer from use of the wrong contract model, to more focused investigation of the behavioral impact of specific terms, such as the liability or indemnity provisions.
Sep 23, 2014 9:45:02 PM
Tesco, a major retailer, becomes the latest in a growing line of private sector companies that appear unable to properly manage their contracts. In this case, there is a black hole of more than $400m from over-stated revenues, apparently stemming from commercial agreements with suppliers. Essentially, I presume, Tesco has counted forward revenue (rebates) and applied it in the wrong accounting period, in order to boost results.