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Relationship Management

 
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Ask the Expert / MOOC Call 1: Creating, Calculating, Communicating and Profiting from Value Created

For years we have talked about win/win negotiations, but some companies still find this hard. They still view sales, procurement, and contracting as a zero-sum game. However, Best in Class companies have found ways to create and realize more profit by contracting for value, where both the supplier and buyer win. The how to do it, requires both sales and procurement to throw away some long-held beliefs and rethink contracting. Companies that contract for value have seen improvements of 5% greater than the value that was contracted for, 35% increase in profitability for the buying company, whereas selling companies are 24% more profitable than their industry average. Learn from some best practices in how to contract on value, performance and outcome-based, and a third 'hybrid' approach that aligns supplier and buyer to both be more profitable and generate a sustainable competitive advantage. In this compelling webinar, Todd Snelgrove will explain how profiting from value can be managed in practice, based on his many years of industry experience in Business to Business from both a Sales and Procurement perspective in many parts of the world.

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Ask the Expert: Tips for managing vendor-to-supplier-to-customer contract relationships

Commercial contract negotiation is hard enough when only two parties are involved, but many of today's complex offerings require the co-ordination of multiple supplier solutions to deliver a single customer outcome. In this webinar, contract managers and business leaders will be given various strategies and best practices to assist in better understanding the risks and managing the implementation of these complex contractual relationships.

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IACCM APAC Virtual Member Meeting - September

Here are the slides and key links to the Virtual Member Meeting for Asia Pacific - also very useful for all IACCM Members world wide.

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IACCM 2019 Benchmark Report

More than 750 organizations participated in IACCM's latest study, which covers all the critical areas of organizational design and performance. Reporting lines, performance measures, role and responsibilities, headcount, sources of learning - these and more are covered with extensive data, analysis, and IACCM observations and commentary. When reviewing the findings, please remember that in many cases they may reflect an average. Where necessary, you may wish to contact us to obtain more precise data applicable to your industry or size of organization. Equally, you may wish to contact us about undertaking a process capability assessment and workshop to assist your improvement journey.

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Contract Briefing Template

From a Business Standardization perspective, the Contract Briefing Template is a wonderful tool. If I were to spearhead all of the contracting in my organization, I would feel confident in having members of my team review contracts knowing they were following this particular protocol which is also a perfect jump off point for crafting a renewed agreement. I truly believe I will put this template to good use when I am called to review a contract with a potential vendor.

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Delegation of Authority template?

I am building a Delegation of Authority (DoA) from scratch for a small enterprise. It will be sponsored by the CEO and then flow down as usual to the various functions. I have a blank sheet of paper - can anyone please provide a (redacted) real life example so that I can get the creative half of my brain working on it. I am in the UK. Thank you kindly.

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