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11/19/2018



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Three commitments

Over the next year, any forward-looking contracts organization - buy-side, sell-side or legal - should be committing to a three step change program.

  • Review the portfolio of contract structures and standards to better support the relational needs of the business
  • Educate and empower internal stakeholders - e.g, project management, sales - so that they can make better decisions and ensure earlier involvement of the right support resources
  • Energize the support of executive management for a contracting strategy - now more than ever, our business executives are going to support the initiatives that can boost their market - and bottom-line - performance.


Tim Cummins Picture
Tim Cummins is the President & CEO (Executive Director) of the International Association for Contract and Commercial Management (IACCM), a non-profit association that brings together lawyers, procurement specialists and contract managers to research and develop 'best practices' in contracting, negotiation and relationship management. It has more than 22,000 members representing over 6,000 corporations and government agencies from 130 countries. You may visit the IACCM web site at iaccm.com .




Business Negotiators Often Hit the Wrong Targets, By Tim Cummins




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Copyright © 2011 Tim Cummins
Copyright ©   2011  The Negotiator Magazine
The Negotiator Magazine  (September, 2011)