Contracting Excellence Journal

« view more editions

March/April 2014 Edition

Editorial Comment

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?

Public Sector Corner

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



This newsletter is intended to keep readers abreast of current developments in the field of contract and commercial management. It is not, however, to be used or relied on as a substitute for professional advice. Before acting on any matter in the areas, readers should discuss matters with their own professional advisers.

This site is provided by IACCM on an 'as is' basis. IACCM provides this web site as a service to those people seeking contracting and commercial news and information. IACCM assumes no responsibility for consequences resulting from the use of information on the site or information obtained through links. IACCM will not be liable for any damages of any kind arising out of use, reference to, or reliance on any information contained in the site. IACCM is not responsible for the accuracy or content information contained in the site or in the links provided on its site. Links to and from IACCM do not constitute an endorsement by IACCM of the parties or their products and services.


The content in this publication is copyright. Excepted as permitted, no part of this publication may be reproduced by any process, electronic or otherwise, without the specific written permission of the copyright owner.

All content included on this site, such as text, graphics, logos, button icons, images, audio clips and software, is the property of IACCM, or its content suppliers or an identified third party and is protected by international copyright laws. The collection, arrangement and assembly of all content on this site are the exclusive property of IACCM and are also protected by international copyright laws. Any reproduction, modification, distribution, transmission, republication, display or performance, of the content on this site is strictly prohibited.

Use of this site

This site or any portion of this site may not be reproduced, duplicated, copied, sold, resold or otherwise exploited for any commercial purpose that is not expressly permitted by IACCM. Unauthorized attempts to upload information or change information are strictly prohibited and may be punishable under the Computer Fraud and Abuse Act of 1986.

Published by IACCM, 90 Grove Street, Ridgefield, CT 06877, USA www.iaccm.com