March/April 2014 Edition
IACCM’s 2014 annual survey of ‘top terms in negotiation’ reveals that leaders want a more robust platform for on-going performance management. They talk less about risk allocation and more about committing to governance and problem resolution designed to safeguard business goals and improve bottom-line performance. The change reflects a developing trend described in the attached report, Win-Win Negotiation: becoming a reality?
I am encouraged by this new trend – and the new terms – all of which are listed at the end of the article. As the article states in its summary, the trend reflects the work of smart negotiators who care more about results than strict compliance.
Where might your organization fit in the months to come?
UK Government seeks ‘top talent’ for commercial contracting
Businesses lose millions of dollars every year because of poor contract management. Few take steps to address this - because they don’t know there is a problem. Since contracting is not handled as an integrated process, few organizations measure its performance or business impact.
In the public sector, the situation is different. Government expenditure is subject to relentless audit and reporting. Few miss the fact that those audits often point to weaknesses in contact management and commercial skills. This appears to be a universal problem.
New service a world first
Stung by those criticisms – and the resultant media headlines – the UK Government has been among the first to act. A series of measures have now led to the creation of the Crown Commercial Service – probably the only such body in the world. It is responsible for overseeing central government procurement through a mix of centralized purchasing and coordinated policy and practices.
The choice of name is significant. This new body is not simply a consolidated procurement function, aimed at driving down acquisition costs through consolidated spend. The UK Government has recognized that delivering successful projects, achieving value for money and establishing innovative contracting models depends upon commercial excellence. Therefore they are determined to hire top talent in contracting and commercial management.
Job postings announced
Job postings in ten categories from Crown Commercial Service are now on the IACCM website. These represent exciting opportunities for professionals to be at the forefront of change in the delivery and management of public services. Changing social expectations, digital technologies, constrained budgets – these are just some of the factors driving a fundamental shift in the way that government operates. Commercial innovation will be fundamental to enabling that shift.
2013/2014 Editorial Board
- Anupam Sharan, Director Contract Management, Sutherland Global Services Inc, India
- Famil Garayev, Supply Chain Category Manager at Chevron Canada Business Unit, Canada
- Fayola Yeboah, Contracts Manager, Europe for Enterprise-Rent-a-Car. Europe
- George Neid, Manager Program Contracts, Raytheon, U.S.
- Maria Arraiza-Monteux, Capability Building Program Manager, DuPont, U.S.
- Melissa Jansen, Contract Manager, Accenture, South Africa
- René Franz Henschel, Professor at Department of Law, Aarhus University, Denmark
- Stephen Davis, Contracts & Commercial Manager with CGI, London
- Guillaume Bernard, Contract & Claim Manager, Schneider Electric, France
- Flora Cabean, Contracts Supervisor, Global Business Technology, VF Corporation, U.S.
- Piotr Powazka, Contract Specialist, Xerox Corporation, Poland.
- Jason Liner, Product Marketing Director, Sciquest, U.S.
- Srinivas Krishna, Director Strategic Deals, Corporate Finance & Services, Microsoft, UK
- Michele Totin, Contracts and Negotiations Manager, Corporate Strategic Procurement, U.S.
- Roselle Harde, Director of Business Development, IACCM, U.S.
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