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.

Procurement and the battle for recognition

Posted by Tim Cummins

Nov 16, 2018 3:34:03 AM

Marketing versus Procurement, Sales versus Procurement, the business versus Procurement … If you pay attention to the headlines coming from many Procurement trade bodies and associations, you would think that every day for the average Procurement Department is a battle.

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Topics: contract management, performance management, contracting excellence

Does your business need ‘pre-mortems’?

Posted by Tim Cummins

Oct 22, 2018 9:09:04 AM

A recent item on LinkedIn introduced the concept of a “pre-mortem” in decision-making. It suggested the need to explore the impact of an idea in advance – “one set of thinking is to explore if the project is a complete success, the other to explore the impact if the change made is a total failure. Imagine if Volkswagen had done a “pre-mortem” on their “cheat device” engineering? If Facebook had explored failure scenarios with sharing data with third party apps? If Wells Fargo had examined the operational impact of bonuses for new accounts? What if the moon mission in the 1960s had explored failure? Oh wait…they did. In fact, NASA is probably one of the more principled decision making bodies to examine countless “failure scenarios” and adjusting processes to reduce probability of negative events.”

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Topics: contract management, performance management, contracting excellence

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.

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Topics: contract management, performance 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.

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

Benchmarking is often the key to survival

Posted by Tim Cummins

Aug 8, 2018 11:42:00 AM

Quality, time and cost are critical indicators for most business functions as they compete for funding and resources.

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Topics: contract management, performance management

Contracts: developing a quality index

Posted by Tim Cummins

May 9, 2018 9:16:00 AM

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.

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Topics: contract management, performance management, contracting excellence

Making compliance easy

Posted by Tim Cummins

Apr 11, 2018 2:39:00 PM

Non-compliance is risky. It leads to fines, job losses, reputational damage, lost sales. Since it is so important, businesses make substantial investments to reduce the chance of breaches – and of course a major element of those investments is people: reviewers, approvers, auditors, compliance experts.

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Topics: contracting excellence, contract management, performance management

Defining the contracting lifecycle

Posted by Tim Cummins

Apr 1, 2018 4:16:53 AM

Many organizations do not have a well-defined, end-to-end contracting process. Frequently, contract-related activities appear as sub-elements in other processes – for example, in Product Lifecycle Management, Procurement or Project Management.

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

Contract templates: we must do better

Posted by Tim Cummins

Mar 1, 2018 1:57:00 PM

According to IACCM’s most recent benchmark survey, some 92% of corporations operate with standard template agreements. In the traditional ‘battle of the forms’, the buyer templates are generally the winner. That typically means that both sides lose.

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Topics: contract management, performance management, contracting excellence

Do suppliers hate their customers?

Posted by Tim Cummins

Feb 19, 2018 5:15:00 AM

Some years ago, I was asked to speak at a meeting of the supplier management staff at a major bank.

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Topics: supply chain management, performance management, contract 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.
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