A webinar you can't miss! Forget the theory and deal with reality

Published: 15 Nov 2013 Average Rating: unrated Print
This article appeared in Contracting Excellence magazine on 15 Nov 2013 view edition

The webinar, Forget the theory and deal with reality occurred October 23, 2013.  Drawing many responses from participants, it analyzes a recent study of how respondents in a survey ranked criteria establishing the purpose of the contract.

Steve Huhn, guest presenter, and Tim Cummins, host and interviewer, discussed why they believe survey results reveal a common belief supporting popular theories that too often fall apart in the real world. 


What fails and why? Opinions expressed and participant response might help you discover how to reshape your thinking about contracting.  To access the webinar online, click on Forget the theory and deal with reality After viewing and listening, you may have questions.  If so, send them to info@iaccm.com.

About the hosts

Steve Huhn has had a long career in Information Technology having worked for IBM for 25 years and Hewlett Packard for 13 more before retiring to a consulting practice in 2013.  Having worked as IBM internal counsel for the early part of his career, Steve was the first General Counsel of IBM’s Global Services.  He was instrumental in the formation and early successes of that business.   In 1995 Steve created the Contracts and Negotiations group at IBM which played a key role in IBM’s successful growth of the services business.   Steve held a variety of key positions in HP’s services business, including VP of Sales for HP Services.  He helped lead the growth of HP’s services business from $250M to over $6B in annual sales by the time of HP’s acquisition of EDS.

Tim Cummins, President/CEO of IACCM works with leading corporations, public and academic bodies, supporting executive awareness and understanding of the role that procurement, contracting and relationship management increasingly play in 21st century business performance and public policy. 

Tim's writing is extensively published and he has acted in an advisory capacity to government bodies in countries that include the US, UK, Australia, Canada and Japan, as well as regular briefings to senior managers at many of the world's largest companies.

TO CONTACT THE AUTHORS, please mail your question to Info IACCM or connect using the IACCM Member Search (login required)


Related Discussions

Please sign in or register to post on this forum

Seplat Petroleum Development Company Plc
2020-03-30 21:29:36

Legal department approach to risk

I have been having a running battle with the legal department in the company where I work for over nine months, on the need to have a simplified contract document o...
Replies: 1

2019-12-17 11:22:11

Agenda 2030 and public procurement driving it

Lately, I have come across strong initiatives in the Nordic countries that intend to drive Agenda 2030 and all it´s goals by embedding the content within the public pr...
Replies: 4

Pretorius Consulting
2019-09-18 17:50:21

Pricing Article Changes

Does anyone actually price changes to the Articles of the contract? For example, changing the venue for arbitration (5% of the contract value) or the change order pro...
Replies: 3

Pretorius Consulting
2019-09-18 17:43:44

10 Pitfalls to Avoid in Contracting

I note that the post is from November 2015. Would you say that the statistics for these 10 have remained the same in 2019? Is it possible to get more information abo...
Replies: 2
2018-10-12 14:32:00


A great article. Roles and responsibilities are often overlooked. We instead, as a buying organisation, like to define how something should be delivered.
Replies: 3

2018-09-18 09:34:19

How to handle a dominating client?

Thanks for the interesting article. From my experience, i've encountered number of client who likes to dominate the contract administration and project execution ...
Replies: 1