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.

Successful negotiation

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

Nov 18, 2014 1:45:28 AM

"We have to move from an environment where success is measured on concessions won, to where it is gauged by goals achieved, benefits that are shared'.

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Topics: negotiation, contract /commercial management, procurement, risk management

Performance Based Contracts: Are they worthwhile?

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

Nov 17, 2014 1:51:19 AM

IACCM recently completed research with Newcastle University Business School and the University of Paderborn, exploring industry experience with performance or outcome-based contracts. Complete findings will be published shortly, but the results indicate that the use of performance or outcome based contracts remains relatively immature, even though experience in many cases is favorable. There is particular evidence that this approach to contracting results in more collaborative and longer term relationships, implying that they are capable of delivering increased value for both parties. However, success typically requires a level of investment by both parties in appropriate skills, processes and supporting tools or systems. Also, the level of adoption at present appears greater in contracts where payment is based on use, rather than those where payment is based on results over time.

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Topics: negotiation, contract /commercial management, procurement

Performance-based contracts

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

Oct 12, 2014 3:47:09 AM

There is growing evidence that the form and design of a contract has substantial impact on the results achieved. The evidence ranges from studies on major projects, which often suffer from use of the wrong contract model, to more focused investigation of the behavioral impact of specific terms, such as the liability or indemnity provisions.

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Topics: negotiation, procurement, relationship management, commercial management, organization & people

The end of sales as we know it

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

Sep 12, 2014 4:39:59 AM

On Successful Workplace, Chad Garrett writes about 'the death of the enterprise salesman'. He describes the growing sophistication of customers, who undertake far more independent research and no longer rely on the sales interface for information or requirement development.

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

The cost of focused negotiation

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

Sep 4, 2014 2:02:25 AM

Max Bazerman is a behavioral economist and he has recently written a book, The Power of Noticing: What the Best Leaders See. He draws from his personal experience in failing to notice things, which he attributes to his tendency to focus.

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Topics: negotiation, contract /commercial management, procurement, sourcing, commercial management, risk management, legal

The future of outsourcing

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

Sep 2, 2014 11:30:46 PM

"Outsourcing is moving backwards; it is tired and outdated".

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Topics: negotiation, contract /commercial management, sourcing, commercial management

Change does not have to be complicated

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

Jul 20, 2014 9:56:47 PM

Sometimes it can be so simple to achieve change.

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Topics: negotiation, contract /commercial management

Did Procurement institutionalize the wrong things?

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

Jul 10, 2014 3:03:54 AM

Purchasing was a largely administrative discipline that ensured orders were placed and goods were received. In the last 30 years, it has changed its name, matured, specialized and become inextricably linked with the concept of 'savings'.

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

Beyond anecdotal

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

Jun 30, 2014 9:30:15 PM

This was the term used by a far-sighted participant at the recent IACCM Europe Conference. He was emphasizing the point that the influence of contract managers and lawyers depends increasingly on delivering facts, not mere opinions.

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Topics: negotiation, contract /commercial management, risk management, legal

Risk: Attitudes Are Changing

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

Jun 10, 2014 3:45:33 AM

Business risks often appear endless. The list seems to grow by the day. No wonder it takes ever more time to make decisions and the number of reviewers and approvers increases exponentially.

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

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.
 

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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.
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