When ERP systems became the backbone of many organizations in the 1990s – 2000s, one of the frequent criticisms (and I was among those critics) was the extent to which it caused the embedding of rigid, siloed standards which added to the push for commoditization and drove tensions in the customer – supplier relationship. In the eyes […]
I started writing ‘Commitment Matters’ blogs almost 20 years ago. In that time, our world has changed and I started questioning how our concepts of ‘commitment’ have altered in the context of modern contracting. 20 years ago, I had to think long and hard, then document my thoughts. Today, indicative of the changes that have […]
Contract redlining – the activity of marking up a contract to show proposed changes – is a go-to technique for contract negotiation and review enthusiasts, now further enabled by automation and AI. But before we get carried away by the ease with which it can be undertaken, let’s reflect on the point that how and […]
CAPS Research tells us that “Procurement/SCM leaders report top obstacles that impact their ability to effectively execute their roles are access to data that can drive decision-making (37%), a shortage of talent, skills, and/or frequent turnover (37%), and outdated technology/software (31%). Removing these obstacles improves operational efficiency, enhance competitiveness, and sustains long-term growth.” Wow! Has […]
Procurement and supply chain leaders are rethinking what drives real value. Research by the Center for Advanced Procurement Studies (CAPS) confirms that supplier collaboration, refreshed category strategies, and cross-functional alignment now top the list of strategic priorities. These are seen as the route to better cost outcomes, stronger performance, and more adaptable operations. But to […]
To achieve value we must be transparent, but transparency exposes us to risk. So we can get comfortable with this in a short term engagement where fundamental change is unlikely, but not when we have to divulge longer term intent (eg potential I may change my mind, select a new partner, discontinue a product line, […]
With many parts of the world facing instability, it is important to recognise that worries and uncertainties are not universal. Here in Dubai, where I write this, there is a palpable sense of stability, confidence, and resilience—an immunity from much of the turbulence affecting Europe and the Americas. This extends to the UAE and Saudi […]
When it comes to the quality of relationships, it seems there is no such thing as ‘average’. 70% of buyers believe that their supplier relationships are better than those of their industry competitors. And while you might think that’s an over-optimistic view, it is relatively modest when compared to the 85% of suppliers who are […]
The Problem: A Pressured Environment with Changing Dynamics Today’s contract and commercial management (CCM) teams face unprecedented pressure to deliver contracts faster and more competitively. Business stakeholders, frustrated by growing complexity, often demand rapid results that push traditional processes to their limits. In talking with WorldCC members, a number of pressing issues and potential break-through […]
In many organizations, the role of buy-side contract managers is increasingly recognized as critical for optimizing value and managing risks. Drawing from the WorldCC 2023 benchmark studies, the following core competencies emerge as essential, with some variation in their relative importance depending on the scope of role (for example, level of engagement in pre-award activities, […]