In what seems like a strange message from a different era, a Harvard Business Review article in 2012 by Reed K. Holden, wrote about the games buyers play with vendors, and the fact that the relationship buyer “has been in steady decline.” Holden, the author of Negotiating with Backbone, contended that the relationship buyer was […]
contract
Libby Weber: The Importance of Framing Your Contracts — Future of Sourcing 23 March 2020
Libby Weber – Associate Professor at the University of California, Irvine – promotes a way of thinking about contracts beyond their traditional “preventive” role of avoiding risk, preventing breaches or opportunistic behavior. Her premise? Why not use contracts to promote cooperation, flexibility, and creativity?
Every Vested Contract is Unique
We are often asked, and sometimes even begged, to draft and share a sample contract. People say, “If only I could have an example contract.” Let’s look at why this is a bad idea through the lens of an actual situation. Let’s take an example from ISS, a large facilities management service provider that has […]
Keeping Contracts Simple
I’ve long been an advocate of “plain language contracting” – in fact, for many years. After all, it is the users of the contracts who need to understand and live into them. Of course, I perked up when I saw an insurance company issuing a plain language contract. The company is Lemonade and they are […]
A New Day, A New Way for Island Health and Hospitalists
Our latest case study relates the extraordinary and inspiring journey of the Victoria Island Health Authority and their Hospitalists as they used the Vested model to transform their troubled labor relationship into a highly collaborative one. Most on the team have called the shift to transformational. Some go so far to say it was more like […]
ISM Weekly — 26 November 2018
Implementing a Successful Supplier Sourcing Contract Article by Kate Vitasek published by Inside Supply Management Weekly on 26 November 2018. Some sourcing business deals are simple to negotiate, especially when they are basic transactional deals, such as for office supplies. Other more strategic sourcing contracts might go through difficult and lengthy RFP processes… Here is […]
Telia-Veolia Case Study
We’ve published the latest example of Vested in practice, a case study describing how Telia – a Swedish telecom company – applied the Request for Partner process to get to a Vested agreement with Veolia, one of its long-time suppliers. Simply put, Vested helped them go from a supplier-buyer relationship to a true strategic partnership. […]
Most Negotiated vs. Most Important Contract Terms
It’s here! IACCM has released this year’s report on the most negotiated contract terms, which provides insight into the contracting practices of more than 2,100 organizations. One of the major insights of the survey identifies . Writing recently in his Commitment Matters column, IAACM president Tim Cummins said that participants confirmed “the steady shift of business […]
Carillion Needed a Strong Dose of Vested
Carillion, the large British multinational facilities management and construction services company that went bankrupt early this year, is a textbook example of how not to collaborate, communicate and well, do business. Julie Jackson, managing director at OCS Group, summed up the situation nicely in a recent article for FMWorld. “If we can’t agree on a different way […]
Outsource Magazine — April 2018
Lacity and Willcocks: The Dynamic Duo of Dynamic Outsourcing Practice Column by Kate Vitasek published 27 April 2018 by Outsource Magazine Here’s the link: https://tinyurl.com/ycp4baqb
