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.

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

And the list continues to grow ...

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

Jan 8, 2015 3:54:01 AM

Yesterday I was involved with a briefing call for the IACCM Advisory Council. We discussed a number of emerging trends - including those which I outlined in my blog 'A new year makes no difference'.

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Topics: negotiation, contract /commercial management, procurement, international, risk management, 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

Collaborative contracts don't always work

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

Dec 29, 2014 3:54:03 AM

At this time of year when many preach a message of good will, it seems appropriate to reflect on collaborative contracts, which surely reflect this benign spirit.

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

Data and Analytics: who needs them?

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

Dec 18, 2014 10:03:13 PM

Every day my in-box contains a few more emails exhorting me to adopt 'data and analytics'. But when I seek practical examples of what this might mean, how it would add to the quality of my work, there don't appear to be many examples to justify the investment of time or money.

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Topics: contract /commercial management, procurement, technology, legal, supply chain management

Procurement's growing role: is it sustainable?

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

Nov 20, 2014 6:06:14 AM

On Spend Matters, Peter Smith recently made interesting observations about the growth of Procurement influence. He suggests that two major factors have raised its profile and purpose, one being the dramatic growth of external spend (largely driven by outsourcing) and the other being globalization. Each of these has taken organizations into uncharted waters, stretching internal skills and experience and exposing unfamiliar risks.

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Topics: procurement, international, technology, organization & people, supply chain management

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

Barriers to collaboration

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

Oct 27, 2014 4:31:05 AM

There is growing appreciation that collaborative relationships generate better results. On one level, it is surprising that anyone ever thought otherwise, but market pressures over recent years have caused fundamental realignments in buyer / supplier relationships. These changes have undermined trust and often created a high level of contention and adversarialism.

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

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.

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

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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