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.

A need for self-surgery

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

May 24, 2015 4:36:58 PM

25 years ago, management guru Gary Hamel was telling CEOs about the need for self-surgery. Facing the chill winds of globalization, he explained their need to urgently reassess many of the structures and policies that had come with their former greatness. Among these were the need to rethink the management systems that had been fundamental to their success, such as operating with multiple profit centers and promising 'employment for life'. Practices like these stood in the way of lean, efficient operations and collaborative, skill-based delivery systems. They faced the choice of self-surgery or the mortician - and in the subsequent 25 years, more than half the Fortune 500 have disappeared or left the list.

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Topics: contract /commercial management, procurement, sourcing, international, legal, organization & people, supply chain management

The disappearing world of Procurement

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

May 19, 2015 8:31:12 PM

Too many procurement groups are on a path to nowhere. They are missing the golden opportunities being created by today's dynamic markets.

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

Payment by results

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

Apr 28, 2015 12:31:57 AM

IACCM recently hosted a roundtable discussion to explore industry attitudes towards contracts based on 'payment by results'.

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

And as if things were not already complicated enough ...

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

Mar 29, 2015 8:22:38 AM

So Microsoft now requires its suppliers to commit that their workers in the US receive a guarantee of paid leave. This requirement will apply to all employees who do 'substantial work' for Microsoft.

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

Is 'sustainability' a good term?

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

Mar 11, 2015 11:07:33 PM

In speaking with groups around the world, I find a degree of confusion over use of the term 'sustainability' when applied to trading relationships.

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Topics: sourcing, relationship management, organization & people

Contracting: the core of business competence

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

Mar 10, 2015 12:50:15 AM

Winning contracts, placing contracts with suppliers, executing on contracts - the ability to undertake these activities successfully lies at the heart of any sustainable organization. Shifting business models are making capabilities in these areas ever more critical.

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Topics: contract /commercial management, sourcing, relationship management, organization & people, supply chain management

Is sustainability affordable?

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

Mar 3, 2015 7:39:44 AM

"There is a profound shift going on", according to John Elkington, Executive Chairman of Volans.

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Topics: procurement, sourcing, risk management, legal, 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

What does the business want from Procurement?

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

Dec 18, 2014 5:21:15 AM

Many in Procurement see the continued emphasis on cost reduction as good news. It seems to make their jobs secure and surely, one day, their status will also increase.

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

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

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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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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