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.

So does the odd $2.5 billion really matter? Poor contracting strikes again …

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

Nov 11, 2015 12:31:05 PM

$2.6 billion over budget, 7 years late in delivery … and that’s just the revised estimate. If only the Department of Homeland Security and the IBM Corporation had studied IACCM’s guidance on ‘the 10 pitfalls of contract management’ before they embarked on their project to automate major elements of the US immigration process.

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Topics: negotiation, relationship management, commercial management, contracting excellence, performance management

Are your negotiations eroding value?

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

Nov 4, 2015 1:57:04 PM

IACCM research is showing a direct correlation between attitudes to risk and ease of doing business. Both these elements are significant in our approach to negotiation and in turn impact the quality of business relationships – and thereby affect results. 

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

What is a ‘strategic relationship’?

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

Oct 27, 2015 2:32:41 PM

All too often, the phrase ‘strategic relationship’ seems to mean ‘Do as I tell you’. As with words like ‘collaboration’ and ‘partner’, when coming out of the mouth of a powerful customer, it is simply an attempt to make unilateral demands for concessions sound more reasonable.

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Topics: relationship management, performance management, supply chain management

The worst company to do business with

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

Oct 22, 2015 5:24:15 PM

I was reading an article on CNN that ranks the world’s worst (and best) airports. Travelers ranked them on criteria of comfort, convenience, cleanliness and customer service.

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Topics: sourcing, relationship management, contracting excellence, organization & people

Should we wave goodbye to contract management?

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

Oct 19, 2015 12:03:58 PM

“Business today is increasingly digital, services-based and driven by intangible assets, including rights to exploit intellectual property, from patents to logos.”

This quote from The Economist (‘New rules, same old paradigm” – October 2015) indicates the challenge facing the world of contract management. The Economist article points to the fact that the laws and regulations relating to trade were mostly designed for the manufacturing age. Not only are they inappropriate, but they add to the complexity of dealing with a fast-changing environment.

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Topics: contract /commercial management, relationship management, technology

World trade and the role of trust

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

Oct 16, 2015 12:29:52 PM

The collapse of the U.S. / EU safe harbor provisions covering transfers of personal data is a reminder of how fragile key trading principles can be. It is especially pertinent at a time when major cross-regional trade agreements are being negotiated and signed.

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Topics: sourcing, relationship management, international, risk management

“What should I be when I grow up?”

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

Oct 15, 2015 1:40:46 PM

Every parent must at some time look at their child and wonder “What will you do when you grow up?” Today, it is perhaps harder than ever to predict or offer guidance. Jobs that once seemed safe and secure are increasingly under pressure or disappearing; at the same time, new roles are emerging – a recent report suggested that 15% of the jobs in London today did not exist 15 years ago.

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Topics: relationship management, performance management, organization & people

Challenges in managing cross-cultural teams

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

Oct 15, 2015 1:37:29 PM

You are running a project or preparing a complex negotiation. The team you have assembled is cross-cultural, reflecting the various areas of skill and knowledge you need to ensure success. Suddenly you become aware of tensions within the team due to differing religious beliefs and attitudes. What should you do?

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Topics: relationship management, contracting excellence, performance management

Are you hindering or helping your business?

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

Oct 15, 2015 1:33:47 PM

Several months ago, I was talking with a friend who is CEO of a mid-size software company – let’s call it Company X. She had been working with the marketing group at a large corporation and they were excited by the functionality that her product offered. The IT organization were also supportive because of its ease of integration and use. Both could see significant financial benefits when compared to competitive offerings.

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Topics: relationship management, commercial management, supply chain management

Sustainability and collaboration

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

Sep 28, 2015 12:55:29 PM

A survey recently published by The Ethical Corporation suggests that the ‘most exciting opportunity’ to achieve sustainability is through collaboration with suppliers. However, while this was the most popular approach among those surveyed, it was selected by just 24%.

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Topics: relationship management, commercial management, supply chain 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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