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IACCM Releases Annual Most Negotiated Terms List with Record Input

February 6th, 2008 · by Tim Minahan · 3 Comments · contract management, supply management

Tim Cummins is at it again. With the help of 800 organizations spanning the globe and thousands of negotiators, IACCM has published its Top Ten Most Negotiated Terms in 2007.

Although the survey has more than enough respondents to make it valid, Cummins points out that the results will typically be skewed towards companies and negotiators with global perspectives and influences, because that, in general, is the IACCM audience and member list.

And the results, please..(drum roll)

  1. Confidential Information / Data Protection
  2. Indemnification
  3. Price / Charge / Price Changes
  4. Intellectual Property
  5. Termination (cause / convenience)
  6. Warranty
  7. Service Levels
  8. Payment
  9. Delivery / Acceptance
  10. Confidential Information / Data Protection

For those avid Supply Excellence readers, do you think this looks like a duplication of last year’s results?

If so, you’re not alone.

Cummins points out that it seems long overdue for negotiations to increase their focus on the mechanisms that will drive successful outcomes as the chart tends to look the same year after year.

So is this good news (indicating dependability and good risk management), or bad news (indicating a community that is failing to keep pace with the times and which is thereby either out of touch, or perhaps failing to address the risks of today’s market conditions)? What do you think?

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3 responses so far ↓

  • 1 Chuck Olson // Feb 7, 2008 at 8:36 am

    I am surprised that Warranty is listed at number six. In my industry (Recreational Vehicles) this is a much higher level priority. Supplier Development has been challenging, as poor quality can easily destroy a business that provides such high dollar end products. Customer satisfaction is key to our survival, and how warranty is handled and reduced is one of the most negotiated factors in the industry.

  • 2 Charles Dominick, SPSM // Feb 7, 2008 at 11:50 am

    Am I reading it wrong, or is #1 the same as #10?

  • 3 J. Sullivan // Feb 19, 2008 at 7:32 pm

    The correct number one is Limitation of Liability.
    Otherwise the list is correct.

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