Our Negotiating 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 our UK consultants,
to find a consultant near you click
here.
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!
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.
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 seventeen years Chris has been working with Scotwork.
He became a Scotwork Partner 12 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.
Richard
Rowland joined Scotwork in 1984, having held a series of
sales and managerial positions in major multinationals. A
Consultant and Partner, Richard is responsible for the selling,
design, delivery and strategic implementation of Scotwork training
at all levels globally. A keen negotiator and speaker, he has
helped nearly 10000 negotiators globally to improve their
performance and effectiveness over the past 26 years. Richard
consults at Board level as a Trusted Advisor and enjoys negotiating
with and on behalf of clients.
Alan Smith is an Economics graduate who after a
short spell with a manufacturing FMCG brand, chased the bright
lights of London to join the advertising business. At 29 he became
MD of London's largest independent below the line agency, before at
30 setting up his own agency.
After 16 years he sold this business to Omnicom, in what Alan
would class as the toughest negotiation of his life (just ahead of
getting his 10 year old to bed).
He joined Scotwork fulltime in 2006, after a period of
consultancy work in a varied and diverse group of businesses. He
became a partner in 2010.
Apart from teaching and consultancy, Alan also is involved in
developing the Scotwork brand Marcom's strategy across the
Globe.
David Perry studied Economics, Sociology and
Management before working in the manufacturing sector (print,
plastics and packaging) for a blue chip sector leader. 15 years
experience of HR/ER/IR management at factory, corporate, and later
industry wide national agreements.
Chaired a number of national IR committees and gained much
experience through a period of intense industrial, social and
regulatory change and was able to widen his experience through
secondment to a variety of national organisations.
Worked in recruitment for a leading firm, and then established
his own consultancy business which he ran and developed for 11
successful years. Operating under the banner "A safe pair of hands
in a changing world", he provided executive recruitment, career
counselling, and hands on practical IR/ER/HR advice and support for
a broad range of companies and organisations.
Has experienced the full relationship cycle with Scotwork - as a
participant in the early 80's, the client, free lance tutor, full
time consultant, and since 2005 a partner in Scotwork UK LLP.
He takes the lead in Industrial Relations consultancy and
training whilst operating across a wide range of clients in UK and
around the world. Delivers consultancy projects and programmes
within which Scotwork negotiating skills helps facilitate effective
successful change.
Sam Macbeth has nearly a decade of business
management experience providing product and consultancy services in
Europe, Asia and Russia working for a former subsidiary of BP, in
the Oil and Gas sector. He later moved to Business Development
roles in associated manufacturing and engineering companies.
In 2002, he took an MBA at Southampton University; utilising his
subsequent skills and experience he became Head of Sales with a
textile product/engineering company. He was then instrumental in
guiding the company towards an AIM's list flotation by planning,
and implementing a series of strategic initiatives.
Sam has been with Scotwork for nine years; and operates as a
Lead Tutor, selling and delivering courses to a variety of clients.
Sam also negotiates with his two children; mainly on issues such as
TV programs and associated merchandise. He maintains that his most
regular (but ultimately rewarding!) negotiations, are with his
partner Jacqui, who went through a Scotwork course in 2006.