Browsing All posts tagged under »IACCM«

Are you still operating in the Buyer Bubble? by Jon Hansen

May 16, 2014

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Have you ever read an article or post in which you wanted to say something but then decided maybe it is not worth it.  Perhaps not being worth it is the wrong term, but you know what I mean. Then, and quite unexpectedly by way of another information channel, a different yet relevant comment or […]

Nature versus Nurture: Is Relationship Success in the Genes? by Jon Hansen

January 8, 2014

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I know it’s been said many times, many ways . . . okay I am just coming out of the holiday season so excuse the reference to the Christmas carol lyrics. Anyway, if I have said it once I have said it a million times . . . social media and procurement are a great […]

The Relational Contracting Bandwagon by Jon Hansen

December 17, 2013

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They say that originality is the ability to conceal your source, and this statement has never been truer than it is regarding the emergence of the Relational Contracting model.  I say emergence in that while the concept is certainly not new   ̶   as detailed in his book, Andy Akrouche developed and began successfully implementing his […]

Is your brand your most powerful negotiating tool? (Part 2) by Roz Usheroff

October 22, 2013

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Originally posted on The Remarkable Leader:
“Without question, brand and brand image make a big difference. For the ‘trusted’ brand, the pressure to negotiate will be less – they are known for honoring their commitment and indeed their future image depends on meeting their commitment.” Tim Cummins, CEO IACCM In his response to my previous…

Is your brand your most powerful negotiating tool? (Part 1) by Roz Usheroff

October 18, 2013

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Originally posted on The Remarkable Leader:
Everywhere I turn these days it seems that there is always something being negotiated. Whether it is associated with efforts to end the closing of the government or, seeking an increase in pay and benefits, one thing is clear; a lot of people are doing a lot of talking…

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

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“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 […]

Ubiquitous Progression: How the SRS Relational Model is becoming an Industry Standard by Andy Akrouche

October 2, 2013

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Originally posted on Relational Contracting Intelligence Blog:
I have to admit that I was happy to see that my numerous discussions with IACCM has made an impression on them to the point that they would talk about the core elements of the SRS relational model that we developed and implemented over the past 20 years…

SciQuest IACCM Webinar Real Time Notes by Jon Hansen

October 1, 2013

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Editor’s Note: The following post can best be described as my notes “on the fly” based on listening to the SciQuest – IACCM Webinar titled “Contract Management Success: The Secret Sauce.” As you read through them please keep in mind that they are for the most part spontaneous and unedited – something that I wanted […]

SciQuest has the secret sauce for contract management success? Not according to Oregon and Colorado! by Jon Hansen

September 25, 2013

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In yet another glaring example of how the industry seems to turn a blind eye to major failures on the part of vendors who fall short in delivering promised results, IACCMs teaming up with SciQuest to offer a webinar titled “Contract Management Success: The Secret Sauce” is sadly comical. While I have nothing but great […]

Do you negotiate deals or build relationships and why there is a difference? by Jon Hansen

September 3, 2013

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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 […]

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