On average, the cycle time to conclude many contracts is increasing. This is counter to business needs and strategies. So what can you do about it? Here are three easy steps - at least easy to explain, but often harder to get through the innate resistance to change that’s endemic to so many organizations.
Read More
Topics:
contract /commercial management,
communication,
legal & regulatory,
IACCM
Read most corporate strategies and words like ‘speed’, ‘accelerate’ and ‘velocity’ jump from the page. Boards and executives understand the importance of rapid change, the ability to be adaptive to unpredictable events and market conditions.
Read More
Topics:
contract /commercial management,
communication,
IACCM
The Blavatnik School of Government at Oxford University recently released
a report containing its 2019 assessment of International Civil Service Effectiveness. Within this, it included a series of specific assessments, one relating to public procurement.
Read More
Topics:
contract /commercial management,
communication
The use of ‘supplier panels’ is relatively widespread in modern procurement, especially in categories such as professional services. The concept behind them is that they bring greater speed and efficiency to supplier selection and - in theory - reduce costs. In practice, some argue, they undermine value, stifle innovation, threaten integrity and more likely increase costs.
Read More
Topics:
contract /commercial management,
procurement,
communication,
legal & regulatory,
supplier platforms,
IACCM
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.
Read More
Topics:
procurement,
relationship management,
commercial management,
communication
My title is a quote from an executive at contract management provider
Icertis
and helps explain the growing momentum and interest in contract-related technologies.
Read More
Topics:
contract /commercial management,
communication
Key Performance Indicators - or KPIs - are held up as critical elements for driving contract success. They bring clarity and discipline to complex situations, allowing both supplier and customer to monitor progress and performance.
Read More
Topics:
contract /commercial management,
performance management,
communication
I am observing a growing trend for Procurement teams to adopt the title ‘Commercial’. While I understand the reasons for this, it is typically misleading and misrepresents the true purpose of Commercial Management.
Read More
Topics:
contract /commercial management,
organization & people,
communication
CAPS Research issued a study result that ‘only’ 72% of companies offer supply management training within the first 12 months after hiring a new employee. The commentary implies this is a problem; but is it?
Read More
Topics:
organization & people,
communication,
management training
I have just spent two hours reading about trust and governance, the need for agile projects, the importance of collaboration. I’ve also been answering questions on how parties can best maintain alignment over a multi-year agreement and the role of optimism in ensuring success.
Read More
Topics:
contract management,
communication
MENU
