Contracting Excellence Journal

Articles, news and insights from IACCM staffers and over 60,000 Members.

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An ancient Indian parable speaks of six blind men trying to describe an elephant. As they share their perspectives, they begin arguing because they cannot agree on a common description of the elephant. Because each felt a different part of the elephant, they were all in fact correct and at the same time, missing an opportunity to understand the full and complete vision of these amazing beasts.

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Although traditional methods of procurement still exist in some organizations, more and more enterprises are turning en masse toward digital procurement — the practice of converting purchasing management processes from analog to digital information-technology-based systems.  This transformation couldn’t come at a better time!

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I see so many negotiation advisors worldwide straining to improve horse and buggy negotiation techniques by working hard for just a bit more speed and efficiency. But research shows something is wrong.  To put it briefly, I have found that up to 42% of the potential in every negotiation is overlooked, not shared, or goes unnoticed.

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If you confide in Victor Perton that you are discouraged and pessimistic, he’s likely to smile, pull out a mirror, let you see your reflection, and hand you a marker.  What’s he up to?  It’s your first lesson in optimism!

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In a world where environmental, social and corporate governance (ESG) is at the top of Corporate Agendas and where 181 CEOs have publicly stated that putting purpose above profit is essential, I would argue that we should all care.  Here’s why.

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IACCM’s 2019 Benchmark Report (issued in September) indicates the typical role of contract management and its measurement systems. This article illustrates many of the common challenges identified in the report - especially the issue of timely and appropriate use of contract management expertise and the importance of applying metrics that drive (and demonstrate) true value.

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Caroline Anstey, Senior Adviser, InterAmerican Development Bank; Senior Fellow, Results for Development Institute

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Many buyers use Performance Based Contracts (PBCs) to contract for outcomes, because they are attracted by the simplicity of using PBCs. But this could be a costly mistake if you do not first carefully plan, set up and execute the  requirements of your PBC.1/2  

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Uncertainty of the US global trade policies is not new these days.  Add to that the trade wars escalating and tariffs on imports increasing – all of it making some organizations nervous and ready to relocate.  Find out why our author Rosemary Coates tells us to buckle our seatbelts and get prepared.  Our takeoff and rise into a turbulent sky will get bumpier for contract management before calm settles in.  

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In April 2017, the Association of Consulting Architects prepared an Industry Discussion Paper on Procuring Architectural Services.1 This paper sends a clear warning that all buildings should be designed to fit their intended purpose.  “They should be efficient to build, maintain and operate, and should have a positive impact on the communities they serve”.  

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