http://www.iaccm.com IACCM is a not-for-profit international association that exists to advance the status of contract and commercial management. Recognized by the world's leading corporations, it provides added value services to contracts and negotiation executives and professionals, including accreditation. http://www.iaccm.com/images/rsslogo.gif http://www.iaccm.com The announcement of an end to 'earmarks' - a system whereby legislators awarded deals to favored suppliers - should be welcome to all who seek value for money and greater transparency. But it should be seen as an ethical move, rather than one of broader procurement strategy. http://www.iaccm.com/full.php?id=1289 http://www.iaccm.com/full.php?id=1289 A recent edition of HBS Working Knowledge offers a series of short articles with interesting themes, including negotiation with a non-negotiable partner and how women can negotiate past gender stereo-types. http://hbswk.hbs.edu/item/6394.html http://hbswk.hbs.edu/item/6394.html In the last 60 days, there have been almost 3,000 visitors to the Commitment Matters blog. What are the topics that most interest them? http://www.iaccm.com/full.php?id=1287 http://www.iaccm.com/full.php?id=1287 Sales teams are under pressure. Higher quotas; an increasing number of bids that result in no award; growing competitive pressures. Are we assisting, or contributing to the problems faced by those seeking to win business for us? http://tcummins.wordpress.com/2010/03/04/sales-depend-on-contracting-competence/ http://tcummins.wordpress.com/2010/03/04/sales-depend-on-contracting-competence/ An article in Strategy+Business provides a case study that illustrates why contracts professionals on both buy-side and sell-side should care more about supply chains. http://tcummins.wordpress.com/2010/03/03/why-supply-chain-matters-to-contracts-professionals/ http://tcummins.wordpress.com/2010/03/03/why-supply-chain-matters-to-contracts-professionals/ These highlights are sent to members who have selected to be included in the Community of Interest - All Areas: Send me a monthly summary. Please find below the listing of IACCM articles, projects, events, etc. for the past month. Many of these items, articles and recordings are available in the IACCM Executive Library and News Archive. * http://www.iaccm.com/full.php?id=1284 http://www.iaccm.com/full.php?id=1284 Contracts and contract negotiations are changing. Economic turmoil, the frequency of change, the recession - there are many factors resulting in new pressures on the role and execution of contracts. http://tcummins.wordpress.com/2010/03/02/674/ http://tcummins.wordpress.com/2010/03/02/674/ The Global Economy Report is now in the IACCM library. The latest IACCM survey of the global economy confirms continuing improvement in business conditions, with all world regions now showing net positive sentiment. http://www.iaccm.com/full.php?id=1282 http://www.iaccm.com/full.php?id=1282 There is increasing appreciation that many of the hoped-for values and goals of business relationships will be lost unless there is more investment in raising the quality of the contracting process and skills. http://tcummins.wordpress.com/2010/02/28/contracting-and-the-realization-of-business-benefits/ http://tcummins.wordpress.com/2010/02/28/contracting-and-the-realization-of-business-benefits/ Business today requires a faster, cheaper and more predictable framework for contracting than the current legal system can provide. Alternatives are increasingly being discussed. http://tcummins.wordpress.com/2010/02/25/contracts-the-law/ http://tcummins.wordpress.com/2010/02/25/contracts-the-law/