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Truth Is Believing. Accuracy Is Knowing.
Browsing All posts tagged under »Tim Cummins«
Is your brand your most powerful negotiating tool? (Part 2) by Roz Usheroff
Editor’s Note: Here is Part 2 from last week’s 2-Part series by Roz Usheroff which asked the question; Is your brand your most powerful negotiating tool? Referencing IACCM’s Tim Cummins’ response to Part 1, Usheroff provides an interesting take on when the negotiation process actually begins.
Is your brand your most powerful negotiating tool? (Part 1) by Roz Usheroff
October 18, 2013
Editor’s Note: An interesting post by Roz Usheroff . . . make note of the comment from IACCM’s Tim Cummins, including his assertion that “Buyers often use their brand to impose onerous terms on the supplier.” What do you think?
It’s the end of the world as we know it . . . at least for traditional analyst firms and bloggers by Jon Hansen
October 2, 2013
“It’s the End of the World as We Know It (And I Feel Fine)” is a song by the rock band R.E.M. No, this hasn’t become a music blog – especially given the fact that I can’t carry a tune to save my life! However, the above referenced lyrics are more than appropriate in terms […]
Do you negotiate deals or build relationships and why there is a difference? by Jon Hansen
September 3, 2013
In his book Relationships First! The New Paradigm in Contract Management Andy Akrouche had made reference to a Commitment Matters blog post by IACCM CEO Tim Cummins titled “The Power of Negotiation.” In his post Cummins shared the revelation of what he called a ‘conspiracy’ that leads executives on both sides of the negotiating table […]
Our newest PI European Edition columnist Tim Cummins offers interesting insight into IACCM’s Negotiated Terms Study by Jon Hansen
June 27, 2013
As our Procurement Insights European Union Edition takes off under the deft and insightful management of Chief Editor Colin Cram, I am very pleased to announce the addition of another new contributing columnist to the team. IACCM’s Tim Cummins is one of those individuals who bring a much needed perspective to an industry in transition. […]
The Prognosticators Series: 2013 Predictions by Jon Hansen
January 16, 2013
Editor’s Note: As is often the case when the hands of time tick relentlessly forward into another new year, we take this opportunity to look ahead to what the next 12 months might hold in store for us both personally as well as for the purchasing industry as a whole. In this third installment of […]
Relational Outsourcing and The Role of Service Level Agreements (Part 1)
April 4, 2012
This study extends the view that formal contracts and relational governance function as complements rather than as substitutes. We investigate how specific characteristics of service level agreements (SLAs) impact relational governance in information technology outsourcing relationships. from the Abstract of the study The Role of Service Level Agreements in Relational Management of Information Technology Outsourcing: […]
Sourcing Relationships Not Deals: The New Paradigm in Outsource Contracting
February 10, 2012
“This seminar bridges the disconnect between executive vision and practical front line execution. It is unlike any I have seen or been a part of.” When I was asked to review a new seminar on outsourcing contracting I have to admit that the been there – done that sentiment almost immediately came to mind. It […]
October 22, 2013
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