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Contracting Excellence Magazine - Oct 2011


The Definitive Guide to Commercial Contracting - SPECIAL LAUNCH PRICE AVAILABLE UNTIL 31 OCT 2011

We are excited to announce that IACCM's groundbreaking commercial contracting guide - the first global work of its kind - is now available. To mark its launch we are offering a 20% discount on all orders placed before 31st October 2011.

Secure your copy of Contract & Commercial Management: The Operational Guide today - and find out why this highly recommended title is being called 'a great catch all book that can be referred to by both sell and buy side for worldwide contracts', that will 'serve as a reference handbook throughout a career'. The definitive work on contracting and commercial best practice provides a comprehensive overview of the entire contract life-cycle over more than 500 pages of detailed insight.

The Operational 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 and to order online, please go to:

(Other approximate currencies: EUR 51; 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






We have introduced 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



   Bob Stonick

After five years as VP of Contracts at Thales In-Flight Entertainment in Irvine, CA, Bob has advanced to the position of Group Contracts Director at Parker Aerospace, Irvine, CA.  He will lead Parker's Contract Management team in support of all of the Aerospace Group's divisions in the US with product sales to domestic and international customers for commercial and military programs.  Bob's 25 years as a contract management professional has included positions with US DoD and commercial domestic/international organizations. 10/19

  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. 9/20

   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. 9/20

   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. 9/20

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. 9/20

Jim Kendrick has been recruited to the Rio Tinto subsidiary, Resolution Copper Mining Company, in Phoenix Arizona, as their Contracts Superintendent. 9/20


  Graham Drew

Following 12 successful years with Computacenter UK, Europe’s leading independent provider of IT infrastructure services, Graham Drew has taken up his new appointment as Director Commercial Contracts, Monitise Group - global leaders in providing mobile money solutions, powering banking and payments globally by connecting financial institutions, retailers and payment processors and mobile operators to their consumers. 10/19

  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. 9/20

  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. 9/20

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. 9/20

Vincent Schatteman has moved from Hewlett-Packard, where he led outsourcing negotiations, to TPI as a Sourcing Adviser based in France. 9/20

Kathleen Connolly formerly of Dell and HP has been appointed by Accenture to become Contract Manager for one of their key accounts in Scotland. 9/20

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”  9/20

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. 9/20

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. 9/20

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. 9/20






     IACCM Welcomes New Member to the Team

As part of IACCM’s continuing growth and our drive to serve ever increasing numbers of members and training programme participants, Jayne Hooton joined IACCM on 26 September 2011.

Based in Nottingham, UK, Jayne joins IACCM as Project and Development Manager. Her role is to organise and manage activities around our more than 60 current corporate training programmes and provide other member support. Jayne will manage new projects and existing programmes to ensure high levels of customer satisfaction.

Jayne was previously employed by E.ON, the German-owned power company, where she managed projects to improve processes and solutions based on user requirements and business need.  Jayne comes highly recommended and brings valuable project organisation and facilitation skills to us.

Jayne explains here why she joined and what she finds exciting about her new role:

“What appealed to me about this role was the chance to work with a small personal team with global reach and an opportunity to really contribute to helping IACCM meet its goals.

As you’d expect in my third week I am getting up to speed on IACCM’s offerings, particularly within training and development as well as getting to know the rest of the team!

I am looking forward to working with you all in the future and being part of IACCM’s continued growth.”




   Ken Musson, Commercial Director at Logica in the UK, keeps fit playing English rugby football for his local Chobham Rugby Union Club....

In the UK, as with other participating rugby union playing nations, Rugby Union has many similarities to Commercial Management requiring team work, training, tactics, planning, determination and negotiation to achieve winning business objectives.   Of course victory is not always guaranteed and, occasionally, as most commercial managers well know, solace is reached with the odd pint in the club bar.

Do we detect a challenge, perhaps?  Across the nations, across the corporate legal and contracts fraternity...?

A league of legal gentlemen...    challenging a consortium of contracts consultants...   procuring quality referees to arbitrate... ?

Call Ken Musson to arrange!

But, first you need to know the rules......


There are eight forwards. They take part in scrums, lineouts, rucks, and mauls - essentially everything that is meaningful in the game. The close physical work necessary for the forwards engenders a sense of comradeship not shared by the prancing, self-centered and effeminate backs. The game has evolved, thank goodness, with multi-phase possession allowing the forwards to demonstrate their running ability with the ball.

Props and Hookers
The front row is the cauldron, the foundation for all good rugby play. The front row is noted for their power and good looks, like no necks, battered ears, and S-shaped noses. Such players are noted for their intelligence and longevity well into their forties.

Second Row
The second row is the engine room where the power flows. The second row - or lock forward - is tall, with plenty of leverage strength in the legs. He must be productive in the lineouts as a jumper or supporter. Mobility is added plus. The second row is much appreciated by the front row for their power in the scrummage but they are generally not as good looking as the front row.

The loose forwards
The loose forwards include the #8 and the flankers. The loose forwards are respected by the front row for their mobility, fitness, defense and support work. The loosey must have tremendous fitness and ball fetching instincts which are not completely understood or trusted by the props and hooker, who are perfectly content to scrummage all day for the ball.

The Scrum-half
The little scrum half provides the ball to the backs when the forwards are damn well ready for the strutting backs to knock it forward. The forwards have grudging respect for the scrum-half because he tries hard and is not afraid to get dirty with the rest of the scrummies. The wise scrum-half will drink and buy beers for the scrummies to maintain his favored position with the forwards.


The Fly-half
It is rumored that the Fly has the best vision, hands, kicking ability, and overall tactical decision making ability on the side. The forwards do not understand or trust this individual. The hard-working scrummies generally expect and anticipate a knock forward from the fly so they can have the pleasure of another scrum-down.

The Centers
These hombres are supposed to be deadly tacklers, with strong running instincts and good hands. Alas, the centers are lumped in there with the prancing flyhalf. If the fly doesn't knock on, surely one of the centers will muff it up so the scrummies can experience the joy and satisfaction of another scrum-down.

The Fullback and Wingers
These guys may as well be from Mars. They are allegedly fast with excellent striking ability. They are supposed to score lots of tries, catch the high ball, and counter attack with flair. But the stark reality (well understood by the forwards) is that the fullback and wingers prance and preen more than the inside backs. They don't get dirty and are always playing with their hair and pulling on their collars. In fact their sexual orientation has been called into question on numerous occasions. Some props think fullbacks and wingers are "real purdy."

Now you know how the game is played, check in to the Rugby World Cup final, Saturday 22nd October, between France and New Zealand, www.rugbyworldcup.com



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