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.

Coping with complexity

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

Nov 11, 2014 2:05:21 AM

The issues created by complexity are at the forefront for most contracts and procurement professionals. The reasons for this are made evident in a recent article in Strategy+Business, which outlines three distinct levels of complexity and describes each in terms of the extent of interconnections and interdependencies. It highlights the third tier is reached when interactions become unknown or unpredictable - in other words, our ability to predict or build effective controls are limited.

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Topics: contract /commercial management, risk management, legal

Increasing influence

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

Nov 10, 2014 7:17:39 AM

According to research by The Hackett Group, the second highest priority for Chief Procurement Officers in 2015 is to increase scope and influence. This was among a range of data presented today at the Zycus Horizons conference in Florida.

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

Mega-deals risk mega-loss

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

Nov 2, 2014 8:35:18 AM

When GT Advanced first spotted a major opportunity to supply Apple, I am sure their management were excited by the prospect. This could surely be a route to rapid growth. When they won a contract, the market clearly agreed - the stock price rose rapidly. Now, with the declaration of bankruptcy, the post-mortem begins ...

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

Companies with good contracting processes make more money

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

Oct 28, 2014 9:40:54 PM

In a recent exercise, we had groups of business people discuss different aspects and attributes of contracting. They discussed the role and value of the process in managing risk, in establishing reputation and trust, in delivering revenue or profit and in supporting operations and outcomes.

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Topics: contract /commercial management, risk management

Twenty years research ... or 2 minutes with a contract manager

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

Oct 20, 2014 1:36:00 AM

"Optimism is the enemy of action", according to a recent article in The Atlantic Magazine.

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

Getting more from your contracts - spotting a troubled project

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

Oct 13, 2014 9:13:03 AM

One challenge facing contract and project managers is how to improve their anticipation of problems. Contract administration was mostly a reactive discipline, reporting after the event. Contract management should be far more proactive, seeking to anticipate and remediate issues before they become major problems, leading to potential claims or disputes.

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Topics: contract /commercial management, procurement, risk management

Are you addressing problems with contract management?

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

Sep 15, 2014 3:27:09 AM

Last week, the UK's National Audit Office provided Parliament with its latest reports on Contract Management. They are encouraging, in that they reflect the robust focus that government is placing on this discipline. At the same time, they reveal the depth of the challenge in driving improvement.

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

But who supervises the lawyers?

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

Aug 20, 2014 2:44:38 AM

The Canadian Bar Association is the latest to come out with a comprehensive report advocating fundamental change in the structure and management of law firms and the delivery of legal services. Jordan Furling has provided a useful summary for those, like me, who do not have time to read the entire document.

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