Contracting Excellence Journal

« view more editions

Contracting Excellence Magazine - Sep 2011




International Standards for Outsourcing Contracts

The International Standards Organization (ISO) has launched an initiative to develop an international standard for outsourcing guidance and principles. IACCM is the formal liaison partner, providing research and advice to the various country committees and the project secretariat. The picture shows the inaugural meeting of the ISO Committee, with IACCM CEO Tim Cummins, which took place in Sofia, Bulgaria, in June. The next meeting is in Berlin in November.

The committee is clear that outsourcing success depends on improved collaboration between buyers and providers; the contracting model will therefore reflect these principles, which are of course fundamental to the IACCM view of good practice. Any IACCM member who would like to be involved in this work should contact info@iaccm.com.








We are introducing this new section to feature those in our community who are changing jobs or achieving promotion.  Please submit your entry for future editions to iaccm@iaccm.com


Compiled 20th September 2011


  Kevin McCann

Ex Manager Contracts, Japan Operations, Raytheon IDS, NH, has been appointed Senior Manager of Contracts, Global Training and Logistics/Technical Services, Lockheed Martin, VA.  He will be leading a contract organisation of 25+ professionals supporting domestic and international sales.

   Gary Workman

Formerly Contracts Director at Viasat Antenna Systems, GA, has been appointed Director of Contracts, Cobham Commercial Systems, FL.  Gary brings 20 years of experience with several Aerospace companies negotiating Government, Commercial and International Contracts.

   Chuck Barry

Formerly Group Contracts Director at Parker Aerospace, CA, has been appointed Director of Contracts and Compliance at Proto Labs, MN.  He will be leading the establishment of a new group consisting of a 3-prson Team responsible for contracts, export compliance and international logistics, and will also contribute legal counsel services.

Joe Armstrong has moved from Halliburton, where he was Director of Performance Management, to Talisman Energy USA where he has been appointed Supply Chain Manager. 

Jim Kendrick has been recruited to the Rio Tinto subsidiary, Resolution Copper Mining Company, in Phoenix Arizona, as their Contracts Superintendent



  Gianmaria Riccardi

After 4 years leading the Cisco European Commercial team, Gianmaria Riccardi has advanced to a new role as Global Commercial Director at Cisco Systems.  He will be responsible for world-wide programs on negotiation, sales enablement and developing new commercial offers. Gianmaria has served on the IACCM Board from 2006-2009 and from 2011 to date as the EMEA Vice-Chair and was named an IACCM Honorary Fellow in 2009.

  Philip Wellstead

Previously Head of Contract Management for Siemens IT Solutions and Services (SIS), UK&I, was appointed Head of Contracts Management with Atos, subsequent to the acquisition of SIS by ATOS in June 2011.  Philip’s career started in Oil and Gas some 20 years ago, successfully transferring his skills to the IT industry when joining Siemens in 1999.

Richard Given has moved from his position as a senior counsel at Cisco to Deputy General Counsel at HSBC’s UK Headquarters, where his responsibilities will include oversight of procurement and contract management.

Vincent Schatteman has moved from Hewlett-Packard, where he led outsourcing negotiations, to TPI as a Sourcing Adviser based in France.

Kathleen Connolly formerly of Dell and HP has been appointed by Accenture to become Contract Manager for one of their key accounts in Scotland.

Ben Arguile - In February, the specialist recruitment business RK Commercial Contracts appointed Ben Arguile as Head of Practice. Ben previously held a number of senior management positions across RK Group including managing RK’s UK Procurement business. Ben said, “It’s a privilege to have joined a business with such a strong reputation for quality. We continue to provide a first class service to both clients and candidates, whilst developing the business both in the UK and internationally” 

Darren Taylor - CSC has bolstered its European senior Deal Negotiator team with the acquisition of Darren Taylor from TPI. Darren will bring extensive experience of leading negotiations on huge international BPO deals.

Agi Charles - Capita Group have recruited Agi Charles as Commercial Director to focus on big deals. Agi brings with her a tremendous track record of success from her time at HP and BT.

Patrick Wood - Following continued new business wins and a substantial pipeline, Patrick Wood is the latest member to join the commercial management team at Huawei. He joins from Serco Civil Government.




John Jergensen, Commercial Manager, Fujitsu UK


Challenging Waters – the Three Peaks Yacht Race 2011.....

A yacht race with a physical twist and a story of competition, planning, risk management, teamwork....and disaster recovery!


‘Shantih’, the 14-ton 48 foot cruiser in elegant full sail...


My family has strong ties with the sea, and with both my Grandfathers being war medalled for acts of bravery in their respective British and Norwegian navies, this year I decided to doff my cap to them, and take up a challenge with a nautical theme, by joining a crew to compete in the Three Peaks Yacht Race.

The Three Peaks Yacht Race is one of the toughest challenges in yacht racing globally, sailing c390 miles from Barmouth to Fort William, through some of the most challenging waters in the UK. En route to Fort William it also requires running and cycling from the 3 harbours of Caernarfon, Whitehaven and Fort William to the highest peaks in Wales, England and Scotland respectively, in aggregate land distance is approx. 3 marathons.  Finally, other than entering harbour, engines are not allowed – oars are provided to yachts should the wind fail during the race....combining this with the strength of tides that alone has the potential to make the Oxford-Cambridge boat race a play in a paddling pool by comparison. The yacht I crewed on, ‘Shantih’, was a 14-ton 48 foot cruiser, and with only one seasoned yachtsman that also had previous experience of the event - so I wished for fair winds....and of course that is where our problems started!

On the prior evening and day of the race the wind had built up considerably to 30knts / F7 near gale conditions and whipping the sea up into rough conditions, such that on leaving for the start-line I truly realised why ‘Bar-mouth’ has its name, as Shantih departed first into large breaking waves that actually prevented most of the fleet from even making the start line as the flare-guns went off to indicate the race had begun.


‘Shantih’, taking a full on battering from the near Force 7 Gale ....

Crewing a larger yacht in the fleet meant we made good initial progress in the heavy conditions, achieving at one point 5th from the fleet of approximately 30 - a good impression for a cruiser. However, as night began to fall and we approached Bardsey Sound (an area of ill-repute due to tidal rips and overfalls) a large bang shocked us all as - despite being heavily reefed - our mainsail split in two under the conditions. To continue under the foresail alone increased our leeway by too great a margin, making impact with Bardsey Island a very real and imminent threat, and with a temporary fix to the mainsail not lasting, so our race technically ended as the engine went on and we made for Caernarfon. Later we were to find three other yachts had retired in that initial stage, two under may-day calls to the RNLI.

Whilst this was an extremely disappointing and premature end for our team, to an event that was 6 months in preparation, many valuable lessons were learned and experiences gained. The race highlights that it truly is a fine line between success and failure! Had we rounded Bardsey and made Caernarfon the next challenge is the Menai Straits, to attempt to pass through at times other than those recommended by local pilots is folly, such that planning and calculating routes and times is critically important - as this picture depicts!....

Teamwork is also of paramount importance, crews are compressed into small areas for several days and everyone must pull their weight and complete their assigned tasks with camaraderie – note the more successful team above with all hands on deck and oars in motion!

It is the experience of the preparation and planning for the event that by analogy and extending the nautical theme into the workplace, underlined the extent to which we all face these tasks and challenges every day in the business environment and what we bring to our roles in the commercial community and the business at large....evermore so in the troubled economic waters in which we are navigating today.

I dialled into the IACCM’s webinar “The Role of a Contract or Commercial Manager” recently. Whilst we can become too focussed on developing technical skills it was interesting that from the outset IACCM’s Paul Mallory referred to the C&CM role as being the ‘glue’ in the business process, because it is those ‘mandatory skills’ (referred to in the make-up of a commercial and contract manager by IACCM) that really come to the fore-front, and where we add value, in our day to day roles – leadership and  relationship management, teamwork, problem solving, communications and time management. Being an expert in these areas and raising our ‘EQ’ over the ‘IQ’ of our technical skills is where we really differentiate ourselves in the organisation, and the marketplace.

At the end of the storm is a golden sky, so with lessons learned, and a good dose of heavy weather sailing experienced, I shall return to the three peaks next year and hope for better fortune on what is truly an incredible event!



IACCM is delighted to announce the availability of “Contract & Commercial Management : The Operations Guide”.

Be among the first to take delivery of this definitive work on contracting and commercial ‘best practice’. The Guide offers a comprehensive overview of the entire contract life-cycle and more than 500 pages of detailed insight. It is based upon the Contract Management ‘body of knowledge’ contained in the IACCM Managed Learning program, supplemented by inputs and case studies from more than 50 contracts practitioners from around the world.

The Operations Guide is a unique work, addressing contract and commercial principles on a worldwide basis, for both buy-side and sell-side practitioners. Invaluable for training, as a reference work, or simply to update your understanding of current practices, this is a volume that you really must own!

For more details or to register your interest in purchasing one of the first editions of this book, please go to http://iaccm.com/events/register/?id=1195

And don’t forget – you can acquire a free copy of this work if you register for the IACCM Global Forum on Contracting & Commercial Excellence, where the book will be officially launched (offer open for registrations before 1st October 2011).

(Price: EUROS 49.95; USD 69.95 (Other approximate currencies: GBP 44.95; CAN 72.95; AUS 71.95; PKR 5924) Price does NOT include shipping and handling and may fluctuate due to exchange rates)



Have your say in the future of Contracting Excellence

In a recent survey poll of our members, this is what they chose as their preference for articles to be presented in future editions of "Contracting Excellence".  The chart below shows the results!


Click on  Go to Survey  and choose your preferences in a brief survey.




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