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.

Do unreasonable terms drive innovation?

Posted by Tim Cummins

Oct 17, 2018 9:06:00 AM

Suppliers understandably complain about the unreasonable terms and narrow evaluation methods used by some of their customers. They are often right to point at the failures that result from such behavior, when it results in incompetent and sometimes dishonest suppliers winning business that they have no chance of performing, or the burden of risk promotes an adversarial relationship.

Read More

Topics: contract management, performance management, contract /commercial management

What do law grads do when they grow up?

Posted by Tim Cummins

Oct 1, 2018 5:01:00 AM

According to a recent report, almost 14% of the UK’s law graduates who move straight into employment are working as waiters or bar staff. That probably doesn’t reflect the aspirations they had when they started in law school, nor of course where their career will ultimately take them.

Read More

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

Contract management: the case for digitization

Posted by Tim Cummins

Sep 27, 2018 4:59:00 AM

In a recent blog, I highlighted the importance of a proactive approach to contract and commercial digitization. Many still hesitate – they want to know what benefits it will bring, they say they can’t obtain funding, they even ask ‘what is digitization?’. So I promised a series of case studies and this is the second of them. The core message: if you hesitate, you will have been left behind.

Read More

Topics: contract management, contracting excellence, contract /commercial management

The use (and abuse) of commercial structures

Posted by Tim Cummins

Sep 24, 2018 10:36:00 AM

“Memorial Sloan Kettering is in turmoil over a deal officials made to share cancer patient data with a for-profit artificial intelligence start-up.”

Read More

Topics: contract management, commercial management, contract /commercial management

Contract Management: Is it worth investment?

Posted by Tim Cummins

Sep 21, 2018 10:31:00 AM

Although senior managers understand that contracts are important, most do not grasp the challenges – or potential contribution – that are associated with contract management. On the surface, it seems such an obvious and straight-forward activity – and therefore struggles to gain investment.

Read More

Topics: contract management, performance management, contract /commercial management

Are you running blind?

Posted by Tim Cummins

Sep 17, 2018 6:35:36 AM

At the start of this week, I had two very different conversations. In each case, the conversation was with the global head of the Commercial & Contract Management function and in each case they were handling major outsourcing and services agreements. But at this point the story starts to diverge. They are summarized below:

Read More

Topics: contract management, contract /commercial management

Will new technology mean the end of term agreements?

Posted by Tim Cummins

Aug 31, 2018 6:33:00 AM

At a recent IACCM roundtable, participants discussed the seemingly insoluble issue of maximising value from supply relationships. It was widely agreed that loyalty and collaboration are important characteristics, since they support more open communication and opportunity evaluation. Yet loyalty and collaboration depend on levels of long-term trust and integrity that are rarely achieved. The key issues – especially for buyers – are ‘How do I stop suppliers taking advantage of me and how do I ensure I’m not overpaying or missing out on innovation?’

Read More

Topics: contract management, technology, contract /commercial management

Destroying competition

Posted by Tim Cummins

Aug 28, 2018 3:48:00 AM

Competitiive bidding lies at the heart of most procurement strategies. In the case of the public sector, it is foundational to  public procurement regulations.

Read More

Topics: contract management, contract /commercial management, contracting excellence

Eliminate your contracts

Posted by Tim Cummins

Aug 23, 2018 3:44:00 AM

Elon Musk is on a mission. Writing on Twitter, he said: “We’re trying to get rid of contracts completely. Should just be ‘tap here & you get your car’. Then, if you don’t like it for any reason, just return it like any other product.”

Read More

Topics: contract management, contracting excellence, contract /commercial management

Is negotiation dead?

Posted by Tim Cummins

Aug 16, 2018 3:05:00 AM

At its simplest, the word ‘negotiation’ means no more than having a discussion that is aimed at reaching an agreement. In this context, it seems safe to say that negotiations will survive; it is the current approach to negotiating that, while not yet dead, is in terminal decline.

Read More

Topics: contract management, contract /commercial management, negotiation

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