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.

Redefining trading relationships

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

Dec 11, 2014 2:29:02 AM

There is growing momentum for fundamental change in the way that trading relationships are formed and managed. It is increasingly clear that the way businesses approach selection, engagement and management of their trading partners results in too many failures.

Read More

Topics: contract /commercial management, procurement, sourcing, relationship 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.

Read More

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"Outsourcing is moving backwards; it is tired and outdated".

Read More

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

Read More

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

Big or small, which is better?

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

Jun 29, 2014 11:47:25 PM

Big contracts or small contracts? Large corporations or SMEs? Centralized functions or decentralized? The debate over big versus small does not go away. While the strength of this debate is currently most visible in the public sector, similar undercurrents are also evident in private business.

Read More

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

Missed Opportunities

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

Jun 23, 2014 10:30:25 PM

Average savings that exceed 25% of contract price are impressive, especially when they are achieved through cost reduction, not through slashing supplier margin.

Read More

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

The rise of localism: them and us could threaten your job

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

Jun 2, 2014 4:04:17 AM

Recent elections for the European Parliament are just one example of the push-back on globalization and the uncertainties it creates. Unwilling to accept or threatened by change, many people seek the status-quo, even hungering for a by-gone 'golden age' lodged in their imagination. This is in no way new; throughout the Middle Ages, populations in Western Europe looked backwards and their aim was to restore the past. It was only as a result of the 'Age of Discovery' in the 16th century that minds shifted, appreciating that a larger world perhaps offered potential for a new era of invention and prosperity.

Read More

Topics: procurement, sourcing, international, risk management, supply chain management

Are you contributing to trust?

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

May 27, 2014 10:32:21 PM

"The impact of today's global trends is radically changing society’s expectations of business. And the extent to which a business behaves in line with these expectations determines how trustworthy it is perceived to be. Trust is pivotal because it is the basis of every human relationship, every transaction, and every market. Trustworthiness is the foundation of a business’s “license to operate” in any region or industry."

Read More

Topics: negotiation, contract /commercial management, procurement, sourcing, relationship management, international, legal

Taxing times for Contract Managers

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

May 26, 2014 10:37:46 PM

High-performing contract and commercial experts have always grasped the importance of understanding taxes. A smart approach to issues such as delivery or country of origin can have a substantial impact on price or profitability. But the stakes are about to get higher, if we believe a report by tax experts at Ernst & Young.

Read More

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

Demand for price reduction is not sustainable

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

May 22, 2014 8:17:51 PM

Supply management faces a real dilemma. How does it balance its desire to cut costs with the need to ensure competition?

Read More

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

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.
 

Posts by Topic

see all

Recent Posts

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.
Compare Membership Types & Pricing