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Information Technology Network

 
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IACCM Council Representatives
Network Leads

Technology

The purpose of this Network is to provide its members with insights to new trends and emerging practices in the fields of contract, commercial and relationship management. While these will be in the context of the Technology sector, they will draw from knowledge and ideas that are current and relevant in other sectors.  A key goal is to improve the performance of contracts and relationships in the sector.

The objectives will be met by sharing ideas, discussing challenges, exploring new directions and, where appropriate, initiating research or inviting experts to present on key topics in the sector related to contract, commercial and relationship management.

Meetings will be virtual (by phone or webinar) unless in specific cases there is an agreed wish to have physical meetings or workshops to develop specific initiatives.

Group Mission/Vision:

Provide its members with insights to new trends and emerging practices in the fields of contracting, commercial and relationship management in the sector.

 
 
Network Updates

Ask the Expert: *ASIA PAC Time Friendly* Why we need the right Commercial Model to Drive Collaboration

Why we need the right Commercial Model to Drive Collaboration?The benefits of collaboration are legion. In the IACCM research report “Unpacking Relational Contracts”, we see that the role of collaboration in commercial dealings is becoming even more important as the new economy embraces more volatility, uncertainty, complexity and ambiguity. How then do we ensure our commercial approach is crafted to maximise the value of collaboration and minimise leakage in our contracts? In this webinar we will explore why business as usual commercial approaches regularly fail to realise benefits, especially in complex environments.  We will explore how to craft a commercial strategy that is best suited to drive collaboration. This exploration will not just look at the contract terms and conditions but also effective market engagement and negotiation strategies. The webinar will close with an examination of how we can best integrate the commercial function with other organisational disciplines to ensure we achieve enterprise outcomes.      7:30 am Mumbai / New Dehli / Gurugram  9:00 am Bangkok 10:00 am Beijing / Shanghai / Singapore / Hong Kong / Kuala Lumpur / Manilla / Perth  12:00 pm Brisbane 12:30 pm Adelaide / Darwin 1:00 pm Sydney / Melbourne 3:00 pm Wellington / Auckland / ChristchurchOur Expert:John Davies, Principal Consultant, Parallax Project Management. John is a project and commercial manager who specialises in providing strategic commercial advice in complex environments. John has conducted extensive research into relational contracts and governance frameworks from both the buy-side and sell-side. John has authored collaborative contract better practice guides, performance-based contract evaluation guides, and tender evaluation guidelines for Federal and State governments.  John also delivers postgraduate courses in project management, contract law, and risk management at the University of New South Wales.   You can find John’s CV at LinkedIn.  https://www.linkedin.com/in/jdavies71/     The session will be recorded if you can not attend live, Simply register below for the recording.

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Honesty in Contracting

Conventional wisdom is that Sales and Marketing should extol the benefits of a product or service and avoid mention of any possible drawbacks or negatives. Those aspects are covered by the contract, typically in the form of limitations with regard to performance or use, but also in terms of potential recourse. In other words, we all know that sales people and marketing materials tell only part of the story and the contract often conveys a very different message.

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Are negotiators in the Western world stupid?

Are negotiators in the Western world stupid? This may seem a rather provocative question - but it is apparently a question frequently asked by business people in Asia, based on their experiences with counterparts from the Western world.

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Network Members