If the reason for negotiation is to reach an agreement that delivers mutual benefit, it is quite clear that many of today’s business-to-business negotiations fail to achieve their purpose.
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.
If the reason for negotiation is to reach an agreement that delivers mutual benefit, it is quite clear that many of today’s business-to-business negotiations fail to achieve their purpose.
Topics: contract /commercial management, contracting excellence, contract management
There is so much buzz around the need for stronger relationships, the importance of collaboration, the value to be achieved through partnering. Business today demands personnel who deliver these qualities and who welcome diversity, the use of judgment, the eradication of prejudice.
Topics: contracting excellence, organization & people, contract management
I’m in Australia, reading the Financial Review. An article on infrastructure projects asks the question: ‘Will this investment surge allow Australia to ride the global economic upswing? Or. amid the rush to compete, are high profile commercial disputes a sign that government and business are failing to effectively share risks for taxpayers and investors?’
Topics: negotiation, contract /commercial management, contract management
IACCM regularly conducts industry studies on the values and experiences of contract negotiators to support ‘voice of the customer’ and ‘voice of the supplier’ reports for its members.
Topics: negotiation, contracting excellence, contract management
Earlier this week I cited a report which observed that outsourcing contracts are failing to keep pace with the nature of the market. Smaller, more flexible agreements which focus on outcomes and use new pricing models are not compatible with the onerous terms and conditions and sheer size of the contracts in use today.
Topics: contract /commercial management, contracting excellence, contract management
When it comes to cutting costs, spend on external counsel is the primary target for in-house legal teams. In a current IACCM survey, 74% of participants say they are using fixed fee arrangements, detailed billing reviews and panel discounts.
Topics: technology, contracting excellence, contract management
A weekly update on contract and commercial news and trends.
Topics: commercial management, contracting excellence, contract management
Organizations that institute greater controls over invoice payment achieve, on average, a benefit of around 4.3% of invoice value. That represents a lot of money – so it is worth reading on!
Topics: technology, contract management
During a recent webinar, a participant asked whether there is such a thing as a ‘contract quality index’ – some method or algorithm by which an organization might judge its contracts.
Topics: contracting excellence, performance management, contract management
Posted by Tim Cummins
May 8, 2018 9:13:00 AM
This update offers a summary of contracts and commercial news from the last week. In this edition:
Topics: contract /commercial management, organization & people, contract management
Tim Cummins
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