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Published: Feb 08 , 2018
Author: John McMillan

A woman, let’s call her April June, knocks on a neighbour’s front door; let’s call her Angel Merkin. “Yes,” says Ms Merkin, “what do you want?”...

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Published: Dec 07 , 2017
Author: John McMillan

Two’s company; 27’s a crowd. It may be tricky negotiating with a single party, but when there are 27 divergent interests on the other side of the table it becomes even harder. That is just part of the challenge that the UK Government has in their Brexit negotiations. In most negotiations the negotiator is not negotiating for their own benefit; they almost always represent a coalition of interests. If that coalition is united in its mandate to the negotiator, then she or he may have very little room to manoeuvre. Any concession beyond the mandate will have to go back to the coalition for approval. However, if there is disunity amongst the coalition then the negotiator’s ability to make a deal is fatally flawed...

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Published: Nov 23 , 2017
Author: John McMillan

A characteristic of business in the UK in recent years, and I suspect in other countries, is the removal of people from the interface between buyer and seller. In the place of the traditional face-to-face meeting is the RFI, the RFP and the E-auction. Indeed, some companies bar any direct communication between the department which has the need and the potential suppliers. As a senior buyer once...

Latest Blog:

Spinning out of Control

The FT front-page headline last Monday said it all. ‘New Era of Volatiliy Dawning on Markets’. But it was wrong in one respect – this is not a new era. Every follower of economic fashion has long known that political stability, economic predictability and demographic certainty, each a major factor which underpins share prices have been increasingly volatile for some years. The Brexit Referendum, the popularity of the Labour Left Wing, the antics of...

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