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.

Three easy steps to reduce contract cycle time

Posted by Tim Cummins

Jun 3, 2019 2:28:53 AM

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

Despite technology, contract cycle times are lengthening

Posted by Tim Cummins

May 31, 2019 2:34:30 AM

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

Ranking (and reforming) Public Procurement: a complex task

Posted by Tim Cummins

May 24, 2019 12:51:42 AM

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

Better Procurement: Platform vs. Panel

Posted by Tim Cummins

May 14, 2019 4:05:29 AM

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

“Digitizing contracts is an eye-opener”

Posted by Tim Cummins

May 8, 2019 5:33:28 PM

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

Future contracting: stronger together

Posted by Tim Cummins

Apr 26, 2019 4:02:12 AM

Big organizations have traditionally seen little need to collaborate. Their size gives them power - power over suppliers, customers, distribution networks, even over government and public policy. When it comes to negotiation, they simply don't do it. Contract terms are imposed on the counter party. Why be reasonable when you can instead exercise control (and call it ‘compliance’)?
Read More

Topics: contract /commercial management, relationship management, IACCM Webinar, strongertogether

Are KPIs past their sell-by date?

Posted by Tim Cummins

Apr 17, 2019 10:57:51 AM

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

Procurement is NOT Commercial

Posted by Tim Cummins

Apr 15, 2019 7:08:04 AM

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

Beware the analysts peddling Contract Management software

Posted by Tim Cummins

Mar 11, 2019 6:03:00 AM

Contracts are critical to business and society, yet it is a field that continues to be under-served and in many ways damaged by misunderstanding and ignorance. Among the most ignorant are many of the analysts who opine on contract management technology.
Read More

Topics: contract /commercial management

Losing money on your contracts?

Posted by Tim Cummins

Feb 20, 2019 7:42:00 AM

Only 29% of organizations are actively monitoring the profitability of their contracts. That’s just one of the findings in IACCM’s latest benchmark research, which gathered data from 752 organizations.

Read More

Topics: contract /commercial management

About the Author


iaccm-team-tin-cummins


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.
 

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.
Compare Membership Types & Pricing