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.

Acquiring skills: first recognise what you need

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

Sep 22, 2014 7:17:30 AM

According to Workforce magazine, "It’s easy to recognize a vacant position in your company, but it’s much harder to identify the skills a potential employee will need to fill that void. The inability to match qualified people to vacancies is costing companies billions of dollars in lost revenue."

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

Are you addressing problems with contract management?

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

Sep 15, 2014 3:27:09 AM

Last week, the UK's National Audit Office provided Parliament with its latest reports on Contract Management. They are encouraging, in that they reflect the robust focus that government is placing on this discipline. At the same time, they reveal the depth of the challenge in driving improvement.

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Topics: contract /commercial management, procurement, relationship management, commercial management, risk management, organization & people

The end of sales as we know it

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

Sep 12, 2014 4:39:59 AM

On Successful Workplace, Chad Garrett writes about 'the death of the enterprise salesman'. He describes the growing sophistication of customers, who undertake far more independent research and no longer rely on the sales interface for information or requirement development.

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Topics: negotiation, contract /commercial management, procurement, relationship management, commercial management, risk management, organization & people

The cost of focused negotiation

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

Sep 4, 2014 2:02:25 AM

Max Bazerman is a behavioral economist and he has recently written a book, The Power of Noticing: What the Best Leaders See. He draws from his personal experience in failing to notice things, which he attributes to his tendency to focus.

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Topics: negotiation, contract /commercial management, procurement, sourcing, commercial management, risk management, legal

The future of outsourcing

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

Sep 2, 2014 11:30:46 PM

"Outsourcing is moving backwards; it is tired and outdated".

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

Are your executives ready to sign-off on your contracts?

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

Aug 4, 2014 9:33:12 PM

As buyers, we probably all wish that suppliers were more accountable for their sales practices and commitments. Whether it is the promises made when we buy a new car or the cost and timing of a house extension, most of us have suffered from the frustration of dealing with sales people who seem somewhat untroubled by truth or accuracy.

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

Why aren't there more here?

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

Jul 27, 2014 10:52:06 PM

Last week, just over 100 delegates assembled for IACCM's Australia conference, hosted by National Australia Bank in Melbourne. The most common question I had from participants was "This is so valuable - why aren't more people here?"

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

So you think you are good at contracting ...

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

Jul 7, 2014 12:54:39 AM

For thousands of years, humans believed that their fate lay in the hands of the gods. Health, justice, social position - all were determined by the will of whatever deity they happened to espouse.

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Topics: commercial management, risk management

Is win-win a useless concept for negotiators?

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

Apr 29, 2014 9:53:11 PM

Spend Matters has reviewed a book by Professor Andrew Cox in which he challenges whether win-win is a useful or achievable concept for negotiators. Without being specific as to why they take this view, the Spend Matters' author concludes that 'win-win is possible in some situations' and then makes a call for planning, compromise and 'mutually advantageous concessions'.

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Topics: negotiation, contract /commercial management, procurement, commercial management, risk management

Tackling waste through improved contract management

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

Mar 26, 2014 1:48:51 AM

Businesses lose millions of dollars every year because of poor contract management. Few take steps to address the problem because they do not realize it exists. Since contracting is not handled as an integrated process, there are few measurements of its performance and (apart from the work undertaken by IACCM and a several of its members) there is no publicly available consolidated data showing the scale or cause of loss.

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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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