Ronald Coase, who was awarded the Nobel Prize in Economics in 1991, argued in his “Nature of the Firm” that…
Are You Developing the Right Skills?
In 2015, the World Economic Forum (WEF) contemplated how the world will be changing as we enter the Fourth Industrial…
What Can Negotiators Learn from a Football Match?
We are hosting a free mini-webinar to discuss the key learning points one can take away from this football match. Watch…
Commercial Management Cycles
A client raised a noteworthy point last week. They were referencing their commercial management process as a linear process. Within…
Managing Stakeholders with Our Ears
In the late 19th Century, artist Francis Barraud captured the iconic image of Nipper, the dog who became integral to…
Letting Automation Read the Fine Print
With the proliferation of Artificial Intelligence platforms, Optical Character Recognition software, Natural Language Programming, Big Data, Block Chain systems, Contract…
Optimizing Your Renegotiation – Trends and Leading Practices
In this VUCA-based world of volatility, uncertainty, complexity and ambiguity many commercial managers are unable to confidently negotiate a contract…
The Commercial Officer’s Career Path
In the rapidly-growing discipline of Relational Contracting, one of the cornerstone concepts is that the parties (ranging from simply customer…
Generate value to both individuals and firms
Defining value and WIIFM (What’s In It For Me?) Understanding the senior level perspective Exploring the practitioner’s perspective Finding commonalities…
Automating Your Scopes of Work and Service Level Agreements
Scopes of Work and Service Level Agreements have repeatedly proven to be a vital element of high-yield contracts and commercial…
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