MEET THE TEAM

Take a closer look at Scotwork’s people. Each of us has years of real-world negotiation under our belts. We come from all walks of life and all shades of business. We enjoy the rough and tumble of deal-making and helping others become high-achieving negotiators.

John McMillan

Chairman

I started Scotwork in 1975 and created the Scotwork Negotiating Skills course.

After graduation I worked as an industrial sales engineer. This job involved both management/union negotiating and negotiating large commercial contracts. Inspired by a study of union negotiating, and using my own personal experience, I created what was to be the UK’s first course teaching the skills of negotiation, as opposed to the theory.

I led Scotwork UK until 2000 when I moved to the USA to set up Scotwork North America, still delivering hands-on training and negotiating consultancy.

I returned to the UK in 2005 to run Scotwork International. In 2014 I took on the role of Chairman of the Board of Directors.

Annabel Shorter

Senior Consultant (UK)

I am a Senior Consultant with Scotwork. Since 2007 I have worked with my clients to improve their negotiating performance and am passionate about the benefits this brings to them as individuals and to their organisations.

A Politics & History graduate, I began in a Sales role for Castrol! I went on to become Trade Marketing Manager for Levi Strauss in the UK, exposing me to numerous and continuous negotiations with clients, staff and stakeholders. I went onto Sales/Marketing roles in the telecoms industry, notably Cable & Wireless and Virgin Mobile.

I use this experience along with continued exposure to current challenges to coach and train people across many sectors.

My passions are family, food and fitness – and that’s enough!

Stephen White

Chairman (UK), Director (International)

I chair the Board of Directors of Scotwork’s UK business and I am involved in global business development of the International business. I also provide the corporate memory for Scotwork’s 150 consultants who want to know what we did before the client database existed, and I co-write the Scotwork blog.

My background is sales and marketing. I read Law at University and worked for 2 major packaging companies for 13 years in sales and sales management. I joined John McMillan and Scotwork in 1984. For the next 25 years together with our colleagues we delivered training and consulting, built the global business and developed the Scotwork product portfolio.

My out-of-office activities include grandchildren, charity work, the arts, and blisteringly fast cars.

Alan Smith

Managing Director (UK)

My role at Scotwork includes coaching negotiation skills in the training room and working behind the scenes to develop our global brand strategy. I also co-write the Scotwork blog.

My background is marketing and advertising. After graduating in Economics I entered the agency world to become, at 28, MD of London's largest independent below-the-line marketing provider. Later I setup my own through the line agency and helped create one of the UK's first automated marketing solutions. 16 years on , following the toughest negotiation of my life, I sold my business to Omnicom. I then consulted in the aviation and leisure sectors before joining Scotwork in 2007.

My passions are marathon-running, rock climbing and taking part in extreme events.

Tom Feinson

Senior Consultant (UK)

My background is in FMCG sales & marketing. As National Account Director with Molson Coors I led negotiations with major FMCG retailers and as a Brand Director for Carling I ran the sponsorship & activation departments negotiating with rights holders and agencies.

In 2008 I went to Africa as a volunteer with VSO working with an alliance of NGO’s advocating for better conditions for women within the context of HIV/Aids. As you can imagine this threw up a whole set of new and unusual negotiating challenges.

Since joining Scotwork I have trained & consulted with clients across a wide range of industries such as professional services, IT, logistics, pharma, travel, technology, automotive, alcoholic drinks, FMCG & marketing services.

Romana Henry

Senior Consultant (International)

With Scotwork since 2006, as a key member or the Global Account Management team I ensure our 150 consultants worldwide deliver all Scotwork material to exacting high standards by training, testing and auditing on a constant basis as well as delivering courses and consultancy around the globe.

A language graduate and qualified English teacher fluent in French, Italian and Spanish, my negotiating skills were developed in the role of Regional Sales Director first with Invergordon Distillers then Whyte and Mackay Distillers over 18 years, negotiating with European retailers, distributors, wholesalers, and manufacturers.

I live in Edinburgh, have 2 children, love to run, read and enjoy all the good things in life.

Richard Rowland

Director (UK)

I joined Scotwork in 1985 and have 31 years’ global experience of consulting, coaching and training.

In my previous life I held numerous positions with Sun Alliance, Unilever and Smith & Nephew. Much of my time then was spent managing strategic and transactional relationships with global retailers and negotiating to open-up new channels of distribution. Since joining Scotwork I have trained, coached and advised across many commercial sectors.

Latterly I still train and coach (love that) but increasingly enjoy being part of a client’s live negotiation team to resolve their critical commercial and internal negotiations.

For fun, I love motorbiking, cycling, travelling, fishing and learning new skills – life’s too short not to!

Ann Parr

Consultant (UK)

I have worked with Scotwork, in both a full time and freelance capacity, for over 16 years and have over 30 years’ experience in international business. I began my commercial career in FMCG working with Mars UK and Pedigree Masterfoods. After a number of years in business development in the UK I moved into a senior international business role spending four years living, working and negotiating in Israel, Turkey and Croatia. Since joining Scotwork in 1999 I have been engaged by clients in the UK, Europe, USA, Asia and the Middle East and continue to enjoy my love of negotiating across a variety of cultures and industries.

I have been fortunate to have worked extensively at senior level across all business sectors; from oil and gas to publishing, from technology to media, healthcare, aviation and professional services.

As well as working as an associate consultant with Scotwork I also run my own consultancy business developing presentation and communication skills in business leaders.

I am passionate about not just delivering a programme but creating real, sustainable, positive development in the individuals and teams that I works with. My other passions in life are theatre and performance and my adoptive home is the beautiful city of Edinburgh.

Jacqui Smith

Consultant

I am a qualified coach and experienced negotiator. I first worked as a Management Consultant before joining Unilever. Whilst there, I specialised in employee relations, union negotiations, training and development, and helping engage and develop talent through the business. I subsequently joined Scotwork and as a consultant spent the following 7 years running negotiating programmes for a wide range of clients that included KPMG, Sainsburys, Tesco and luckily the Government of Bermuda (in Bermuda)!

I then took a career break to spend time with my 2 young children, instinctive and talented negotiators, before qualifying as an Executive Coach and Master Practitioner of NLP. For the past 7 years, I have run my own Coaching and Development business working with leaders to create and sustain meaningful change in themselves, their teams and their organisations. Negotiating has remained a constant in my life dealing with clients, my now 2 teenagers and more recently because I am delighted to have rejoined the Scotwork team of tutors!

Outside of this, I am a fitness nut often seen running and cycling around my local bit of Oxfordshire and am also a self-confessed foodie.

Richard Savage

Consultant (UK)

I am a lead tutor for Scotwork UK and consult on negotiations in multiple sectors around the world.

I am a so-called entrepreneur with 30 years of experience in marketing, brand development and retail intelligence and have co founded flavourfeed.com a start up global food trends resource and The Shopper Experience Company a retail and shopper research and intelligence business working with brands including Chanel, Samsung, Tesco, Aldi and Vision Express.

My career started with 15 years in creative agencies including Saatchi & Saatchi and WPP at board level. In the early days of the internet I spent 2 years as Director of Marketing in a team that took a dotcom idea to market (raising £7.5M), building the biggest kids trading site in the UK.

I am married with 3 children, a passionate foodie, pilot, sailor, golfer and skier.

Robin Copland

Director (Scotwork International)

My role in Scotwork involves running courses, train-the trainer programmes and auditing colleagues in their course delivery. I have a BA in economics and politics and a post-graduate diploma in accountancy from Strathclyde University.

I come from a sales background, firstly selling brands like Del Monte, Campbell’s and Nabisco to the grocery trade, then working in the hotel business, selling and marketing top-end brands like Gleneagles Hotel and the St Andrews Old Course Hotel to an international market.

I joined Scotwork in 1989, and became a Partner in 1994. I have worked with a broad range of clients in different market sectors. I am now a Director in Scotwork International and regularly contribute to the Scotwork blog.

Chris Mitchell

Director (UK)

I have been with Scotwork since 1993 following a career in pharmaceutical sales and running my own training company. I am now a director of Scotwork in the UK.

I enjoy running the highly interactive Scotwork courses and make it my goal to deliver the range of courses we run in the most entertaining and engaging way possible.

I have been lucky enough to have been able to help some of my clients in the boardroom by helping shape, define and refine their negotiation strategy and implementation. I am determined to keep what we teach as real as possible.

I also had a key role in helping shape the competence framework that has formed the bedrock of our coaching courses. Many of my clients have been with me for many years - a fact of which I am very proud.

Orla Howard

Consultant (UK & Ireland)

I am one of the UK and Irish team of consultants.

My background is in communications and media, working in senior management positions in Irish media organisations, before co-founding my own company KnowHow Media in Dublin in 2001. I sold KnowHow to London based international representation agency Mediaforce in 2005 and continued as Managing Director of Mediaforce Ireland until late 2010 leaving to return to education and complete an MSc in Sustainable Development.

I now divide my time as a negotiation tutor for Scotwork, and as a communications consultant to a group of clients.

Andrew Farquhar

Director (UK)

Negotiation has dominated my working life; initially in the UK grocery sector on both the procurement and sales side of the industry before joining Scotwork in 1997. I began as a buyer at Wm Low and this eventually lead to my first people management role leading a team of buyers and their major negotiations. On the acquisition of Wm Low I joined Scottish Courage Brands working in national account management, internal sales operation and Director of Sales roles.

Since joining Scotwork I’ve been working with and advising clients in the media, financial, FMCG and luxury goods sectors on a series of UK and worldwide projects.

I am currently trying (and failing) to master Tennis, a new project for me.

Sam Macbeth

Senior Consultant (UK)

As a Senior Consultant I advise clients on our training and consultancy and deliver our negotiating programmes.

Before joining Scotwork, I was a Regional Manager with a former subsidiary of BP – developing and supplying environmental products and services within Europe, Asia and Russia.

After a spell as a Business Development Manager – taking a range of new products to market in a highly competitive industry, I took a fast track MBA at Southampton University. Later, as Sales Director for a Textile product manufacturer, I was responsible for the creation and delivery of strategic plans to achieve significant growth. As well as enjoying time with the family, I am both a keen distance swimmer and enthusiastic cook.

David Perry

Consultant (UK)

I studied Economics, Sociology and Production Management before working in the manufacturing sector (print, plastics and packaging). I have long experience in HR/ER/IR negotiations from factory to industry wide, serving on regional and industry specific committees. Working through intense and challenging changes was with the benefit of hindsight a wonderful experience.

I then formed my management consultancy running it for 11 years before joining Scotwork. Special interests are in negotiating with pressurising behaviours, trade unions, buyers, in short how to cope when being bullied.

It’s said that I have a wicked sense of humour and play too much golf; I need the former to cope with the latter.

David Bannister

Consultant (UK)

I am one of the UK team of consultants. I also work with the international team developing new initiatives, these have included a coaching programme and the Negotiating Capability Survey.

My background is human resource consulting, I am a former KPMG consulting partner and head of global HR development with the firm. I began my interest in negotiating as an industrial relations specialist in the early part of my career and have spent many hours with trade union representatives practising what I now preach! I am also a coach and use these skills in my work with Scotwork’s clients.

When I am relaxing, I enjoy good food and wine and I also love to cook.

John McCabe

Consultant (UK & Ireland)

I have been working as an associate with Scotwork since 1996. Before then I spent 18 years in Hong Kong, holding a number of senior management positions with one of HK’s leading companies, China Light & Power. With CLP I got my grounding in negotiating both in procurement with our suppliers and in selling our services externally.

I have worked with organisations in the UK, Ireland, Europe, the USA, South East Asia and China. These have included, oil gas and electricity, aviation and public transport, food processing, manufacturing and retail, pharmaceuticals and medical research, engineering and public sector and professional services.

I have my own consultancy which provides bespoke management initiatives for clients.

My major interests are music, travel and cooking.

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Collaborating with the Enemy

Theresa May’s speech on Tuesday last week urging her political enemies to ‘contribute and not just criticise’ was met by a barrage of exactly the criticism she was asking them to eliminate. A Labour spokesperson said that it showed that the Conservatives had completely run out of ideas and were now reduced to begging, and the Scottish Nationalists line was that if she was serious about collaboration, particularly on Brexit, then she should have offered the SNP a seat at the Brexit negotiations, as they have been demanding for the last year.

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