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.

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. Since then, 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.

Warren Langley

Managing Director (Global)

As Group MD, I am responsible for the consistent high standards and development across 40 strategically placed Global offices, and the 150 local consultants covering those regions, in their 28 languages.

I have opened operations in Hong Kong, Shanghai, Tokyo, Bangalore, Istanbul, Mexico City, Bogota, and Jakarta over the last 10 years, as well as spearheading new product development, and consulting on key International projects, with selected leading Multi-National organisations.

My commercial understanding has been shaped by 15 years of senior cross functional roles in Customer business development/ Sales & Category management, Brand and Customer marketing: based in the UK, Russia and North America – before moving into General management.

This approach is now being used to bring about genuine business transformation and sustainable skills development in a number of our leading clients.

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.

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.

Alan Smith

Director (Scotwork International)

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.

David Bannister

Director (Scotwork International)

I am one of the Directors at Scotwork International. I also work on 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.

Latest Blog:

Size Isn't Everything...

A game plan which has focussed around playing faster and being more nimble than the opposition has been the pervading approach; in rugby, as in negotiations, going toe to toe with a more powerful opponent is very unlikely to prove fruitful.

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