Our Negotiation Team
At Scotwork, we employ over 140
experienced negotiation consultants around the world.
All of our consultants have experience
in the real world of commercial and business negotiations and we
have amassed literally 1,000's of hours of unrivaled expertise.
Below are the
biographies of just some of our consultants, to find a consultant
near you click
here.
Ann Parr has been a
senior consultant with Scotwork for nine years and has run the
programme and provided negotiating advice and support to clients in
the UK, Europe, the USA, Asia and the Middle East. Prior to joining
Scotwork, Ann spent 10 years in FMCG working for Mars UK in the
Pedigree Masterfoods division of the business. After a number of
years in sales and marketing roles in the London area, she moved
into business development and spent four years living, working and
negotiating in Israel, Turkey and Croatia with responsibility for
establishing and developing several areas within the business
across developing European markets.
Ann's clients include professional
services, healthcare, engineering and aviation as well as the
automotive and oil and gas industry, FMCG, publishing and biopharma
companies. Ann is a graduate of Edinburgh University and still
lives in the city.
Stephen White is the
Managing Partner of Scotwork UK. Raised and educated in England, he
read Commerce and Law at Leeds University, graduating in
1970.
He acquired his business negotiating skills in sales and marketing
management positions with Metal Box (now Crown Holdings) and Reed
International PLC, over a period of 12 years. In 1984, Stephen
joined John McMillan in Scotwork and played a leading part in the
rapid international growth of the firm since then. In the UK,
Scotwork has over 400 active corporate clients from industry,
utilities, government, the professions and financial
services.
Stephen has acted as a negotiating adviser to a number of
corporate clients, including advertising agencies, Government
departments, broadcasters, and many multinational corporations both
home and abroad, and in Jerusalem with Civil Rights organisations
resolving political and religious conflicts.
His interests include voluntary work with a number of charities,
opera, theatre and exotic cars!
As CEO of Scotwork Negotiating Skills
Australia, Simon Letchford manages the growth of
the Australian business and is also one of our team of consultants
delivering negotiating skills training, consulting and other
services to our clients. Simon has extensive negotiating experience
in both the public and private sector including complex contract
negotiations, teaming agreements, joint ventures, high-value
development contracts and other commercial arrangements. Prior to
joining Scotwork, Simon was Managing Director for Cirrus Real Time
Processing Systems, a defence company he jointly established, built
and managed to become a successful and profitable enterprise with a
solid reputation in the defence software and systems domain. From
2002-2003, Simon held the position of NSW President for the
Australian Industry Defence Network. AIDN is the peak industry
group for small to medium enterprises in the Australian defence
market and represents around 400 member companies. As President of
the NSW chapter, Simon's role included representation of AIDN
member companies on a number of defence committees at Senior
Executive Service level. Simon received a Bachelor of Engineering
(Electrical) with Honours from Sydney University.
José Valle is a
qualified Production Engineer with extensive expertise in the field
of Information Technology. He has vast experience in managing
national and multinational IT companies. José began his career
working in a Global consulting company. At the age of 29, he became
commercial manager of the largest Brazilian IT company (ITAUTEC).
At 38, he started his own consulting business leading projects in
software integration and launching new IT products in the Brazilian
maket. In 1996, José was appointed as the CEO of TREND MICRO, an
international security company being responsible for the Brazilian
subsidiary. He joined Scotwork as a full time tutor in 2004 and
became the senior partner of Scotwork Brazil four years later
Chris Mitchell's
postgraduate career started in the pharmaceutical industry within a
subsidiary of Johnson & Johnson in sales. This involved
negotiating commercial deals on a daily basis with doctors, buying
groups, purchasing pharmacists within hospitals etc. He
subsequently became Regional Sales Manager leading negotiations
with wholesalers and putting together annual agreements with key
accounts such as Regional Health Authorities. As a manager he also
negotiated internally for resource, time and budget. Before joining
Scotwork he ran his own Training and Marketing Consultancy.
He worked predominantly in Eastern Europe and the
Middle East and gained 5 years experience teaching negotiating
skills. Running his own business, negotiating with clients, over
content and price with the added negotiations with suppliers of
marketing even down to the printers was a valuable addition to his
experience.
For the last fourteen years Chris has been working with Scotwork.
He became a Scotwork Partner 9 years ago and is based in East
Sussex. Chris not only delivers the training but is also
responsible for account management which keeps his personal
negotiating skills up to the mark.
Annabel Shorter is a Graduate of Politics &
Modern History who has enjoyed a career in Senior roles within both
large blue-chip companies and smaller VC-backed enterprises.
Annabel worked in both in Sales & Marketing before arriving at
Scotwork. She held key positions at Levi Strauss, Castrol and Cable
and Wireless prior to joining Virgin to manage the introduction of
their mobile content services. The complexity and challenge of the
variety of negotiations, both internal and external, created a
passion for negotiation excellence. Before joining Scotwork in 2007
Annabel moved to become the Head of Business Development in the
small but growing area of mobile marketing with Flytxt Ltd. This
meant that she was in negotiations with both brands and their
agencies for the creation of marketing initiatives via this new
media.
Andrew Farquhar joined Scotwork in 1997 as a
Consultant and became a Partner in 2003. He leads negotiating
skills training and consultancy projects, on a worldwide basis,
with a particular focus on the Financial and Media sectors.
Prior to Scotwork he was Director of Sales for Scottish Courage
Brands managing a National Accounts team dealing with major
retailers in the UK. He also spent 8 years with Wm Low plc in
Procurement as a Buying Controller.
Andrew has an MA in Geography from Aberdeen University and an MBA
awarded by Dundee University. He is married, lives in Edinburgh and
has three young children. His interests include squash, skiing and
rugby (although not at the same time)
Robin Copland graduated in 1975 with a BA in
Economics and Politics and went on in 1976 to take a Post Graduate
Diploma in Accountancy. He spent three years in FMCG as a
salesperson and latterly Account Manager, working for J M McCurrach
Ltd. He managed a broad portfolio of brands and sold to key
multiples as well as larger distribution outlets. He then
spent the next ten years in sales and marketing in the hotel
business. When the Gleneagles portfolio of hotels was broken up by
Guinness, he joined the Old Course Hotel in St Andrews as Sales and
Marketing Director. During his three years there, he oversaw
the change in market profile of the hotel from a four star hotel to
a five star resort property. He joined Scotwork in 1989, initially
as a consultant. He became a partner in the UK business in
1994 and as well as selling and delivering negotiation skills
courses, he also manages the Irish territory. Robin lives in
Edinburgh with his wife and three sons. His interests are
curling, golf, photography, shipping and reading. He is a
past Scottish Curling Champion and is currently Coach of the East
of Scotland Curling Squad.