As we enter into commercial relationships with our trading partners, we tend to spend much more time working on the pre-nuptial agreement and less time on establishing the kind of relationship that will lead to a successful marriage. Prior to executing a contract, NO Value…
Session One – We must redefine the role of contracting in light of worldwide changes and the business context we live in, but how and where do we start – with our ‘trading partners’ or ourselves (businesses)? As our world is changing (global reach, green,…
It is no longer a hypothesis that our current processes used to establish commercial relationships are flawed – on both the buy and sell side. Yet we keep trying to optimize each side of the process (which logically may mean we are increasing the value…
A few weeks ago Dalip wrote about the financial cost of bad trading relationships. Much of the problem stems from how preconceived notions each side has about their partner (either the buy side or the sell side) impacts how they treat one another. Can you…
A good friend, colleague and my intellectual provocateur Tim Cummins (IACCM) and I have been talking about this issue for quite a long time and finally decided to collaborate and do something about it. We have co-hosted about 15-20 different sessions in our relationship but…
Yesterday we facilitated the regional meeting of IACCM (thanks to T-Systems for hosting) and I thought I would share some of the discussion. As I’ve mentioned in the past, the confluence of the buy and sell side at these events is very stimulating and offers…