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July 2009 Newsletter SummaryThe Top Negotiated Terms: Negotiators Admit They Are On Wrong Agenda Enabling Customer-Centric Solutions: An Update Public Sector Contracting: In Need Of Urgent Repair A Man With A Vision: Changing The Image Of Contracts Project Risk In IT Application Development Contracts Commercial Management Delivers for CharityINTERIM BULLETIN IN THIS EDITION: The Top Negotiated Terms: Negotiators Admit They Are On Wrong Agenda Enabling Customer-Centric Solutions: An Update Public Sector Contracting: In Need Of Urgent Repair A Man With A Vision: Changing The Image Of Contracts Project Risk In IT Application Development Contracts Commercial Management Delivers for Charity To print this edition,
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The Top Negotiated Terms: Negotiators Admit They Are On Wrong Agenda This is the 8th year that IACCM has conducted its annual survey of the ‘most frequently negotiated terms and conditions’. The study attracted a record input from more than 4,000 qualified participants from legal, procurement, contract and commercial management groups worldwide. Almost 1,000 corporations and organizations were represented.
Enabling Customer-Centric Solutions: An Update It is two years since we last interviewed M.C. McBain, IBM's Vice President Global Alliances & Contract Development . Since then, IBM was the inaugural winner of our ‘Most Admired Companies for Contract Management’ and has undergone significant evolution in the way it handles terms and conditions development and negotiation. This interview offers an update to the IBM approach to contracting – both in terms of supporting product and service solutions and in ensuring that the contracts themselves represent solutions to customer and market needs. Public Sector Contracting: In Need Of Urgent Repair Initiatives in the United States to reform public sector contracting are to be welcomed - and IACCM is preparing a major input to this debate. The US is not the only Government that understands the urgent need to drive improved contract outcomes. But this will not be achieved by traditional procurement attitudes and behaviors, often treating suppliers as 'the enemy'. As a recent blog in 'Commitment Matters' highlights, we need a more holistic revision to contracting models and the skills deployed to negotiate and manage contract relationships. A Man With A Vision: Changing The Image Of Contracts In this interview with Jason Anderman, CEO of WhichDraft.com, we explore a new ‘self-directed legal resource’ that enables the creation of free legal forms and contracts.
Project Risk In IT Application Development Contracts This paper by Mike Tremblay, a Contract Consultant at HP Services, reviews some of the contract elements encountered in Information Technology application development contracts and provides both Customer and Supplier perspectives so that each party’s respective interests and motivation are considered. Commercial Management Delivers for Charity Catch22 is a charity that works with young people in the UK who find themselves in difficult situations. Last year, it helped more than 34,000 youngsters who were struggling to find their way in life, through problems with learning, domestic circumstances, exposure to drugs and other personal or social pressures.
GAIN STATUS, SKILLS AND SECURITY FROM WORLD-LEADING DEVELOPMENT PROGRAMS Executives in industry and government have woken up to the critical role that contracting plays in delivering sustainable business results. There are growing demands for robust skills and predictable methods in the selection, negotiation and management of trading relationships. This means it is a time of great opportunity for those charged with responsibility for contracts and commercial management - yet also a time when skills and knowledge must not be found wanting or techniques not up to the task. That is why your peers around the world are taking steps to refresh and update their know-how and to obtain professional credentials. Whether as individuals or teams, participants in IACCM programs benefit from unique learning approaches that combine a structured syllabus with flexible mentoring and networked discussion groups. It is the only program that offers an integration of buy-side and sell-side interests with a global perspective, assisting students of all levels to grasp the latest ideas in collaborative, market-aligned bid, contract and relationship practices. And to emerge with a benchmarked skills profile and a formal professional certification. TAKE STEPS TO JOIN THE GLOBAL PROFESSION TODAY! Contact Paul Mallory at pmallory@iaccm.com or Jim Bergman at jbergman@iaccm.com or sign up for one of our forthcoming webcasts (dates to be announced shortly on our homepage - www.iaccm.com) and hear from managers and practitioners from the world of contracting and commercial management. Discover how, through this low cost, versatile program, participants gain:
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