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.

Payment terms: do large companies abuse their power?

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

Apr 21, 2015 4:27:05 AM

51% of contract managers say that payment terms have become a more contentious issue in their negotiations, with many smaller companies under pressure to accept longer payment periods. Overall, 70% of companies say that they have adjusted their standard payment terms during the last 2 years.

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Topics: negotiation, contract /commercial management, procurement, international, legal

Is empathy a key commercial instinct?

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

Mar 22, 2015 7:38:26 AM

You don't have to search far to discover all that is being written about increased complexity in today's business world. At the top of the list come issues such as managing interconnections and interdependencies - many of which cross traditional boundaries of language, culture and commercial norms. Networked technologies and social media mean that we cannot any longer ignore diverse stakeholder opinions. Old assumptions that power will prevail are no longer true - so is empathy the new source of strength?

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Topics: negotiation, contract /commercial management, procurement, relationship management, international, risk management, legal, supply chain management

What is best practice in Most Favored Customer clauses?

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

Feb 26, 2015 8:43:41 AM

An IACCM member posted this question on the IACCM Forum. I am not a fan of such clauses: they always were open to manipulation and today they are even more so. They strike me as a lazy and ill-considered approach to a legitimate issue - and they carry various dangers that can undermine value.

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Topics: negotiation, contract /commercial management, procurement

The evolution of relational contracts

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

Feb 19, 2015 7:04:54 AM

As we all know, too many contracts fail to deliver expected results.

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

A paradigm shift for contracting

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

Feb 5, 2015 7:14:51 AM

Every audience that I ask agrees that change is occurring at an ever-faster pace. Yet when it comes to the impact of change, most tend to see it in terms of greater complexity, additional workload or confused priorities. There are few who can express it in terms of longer-term implications to their job or its relevance and value.

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Topics: negotiation, contract /commercial management

Contracts: are there no limits?

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

Jan 20, 2015 1:44:10 AM

While many continue to question the value and relevance of contracts, there are indications that our world is becoming more driven by rules and litigation.

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Topics: negotiation, contract /commercial management, relationship management

And the list continues to grow ...

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

Jan 8, 2015 3:54:01 AM

Yesterday I was involved with a briefing call for the IACCM Advisory Council. We discussed a number of emerging trends - including those which I outlined in my blog 'A new year makes no difference'.

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Topics: negotiation, contract /commercial management, procurement, international, risk management, supply chain management

A new year makes no difference ....

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

Jan 6, 2015 5:42:21 AM

It is conventional at the start of a new year to reflect on what went before and to forecast what lies ahead. In reality, the change of a digit in the date has no significance. The world of contracts and commercial management was just the same on January 1st as it had been on December 31st.

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Topics: negotiation, contract /commercial management, procurement, sourcing, relationship management, commercial management, technology, risk management, legal, organization & people, supply chain management

When business deals or relationships fail to deliver expected results, how often is the contract at fault?

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

Dec 15, 2014 2:23:03 AM

A relatively high proportion of business deals or relationships fail to deliver expected results. This proportion increases in situations where there is a high degree of negotiation. For example, it is often suggested that 60 – 70% of outsourcing contracts underperform. So to what extent are contracts themselves at fault? Or alternatively, if we had better contracts, would success rates improve?

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Topics: negotiation, contract /commercial management, sourcing, legal, organization & people

Turning risk to opportunity

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

Nov 23, 2014 11:08:33 PM

Wherever we turn, risk is high on the agenda. There are always perceptions that risk is increasing, but in reality it probably just changes. Many challenges of the past are no longer significant or relevant; many risks of the future have not even been envisaged.

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Topics: negotiation, contract /commercial management, risk 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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