The Year of Transformation: Maximizing value through collaborative and agile relationships Now that we understand that contracting must redefine the function and its role, in Session Two we will explore what needs to change and how to do it: To make change happen you need to know your…
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 has been exchanged…
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, sustainability, immigration, etc.)…
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 destruction) and don’t…
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 this feels different. …
