Richard Rowland - Partner
Richard joined Scotwork in 1985 and, after the founders, is the
most senior Partner. Previously with Sun Alliance, Unilever and
Smith & Nephew, Richard held numerous positions in
Marketing, Operations, Business Development and National
Accounts. He was responsible for negotiating inter departmental
agreements to help achieve the Corporate Operating Plan and for
implementing the annual Sales and Marketing plans by negotiating
trade terms with major retailers and also for the opening up of new
channels of distribution.
Since joining Scotwork, Richard has trained and coached over
10,000 Managers internationally to achieve a step-change in their
negotiating behaviour and understanding of the negotiation process.
He has consulted with clients on numerous negotiations in both
public and private sectors.
Recent projects have included reconfiguring a company's
mental and strategic approach to difficult price increase
negotiations and "cost down" initiatives. He has also consulted to
achieve a win-win outcome for management and unions when radical
changes in working practice were required. He coached a team of
Senior Directors and VP's to achieve a successful outcome when 20%
of its turnover was at stake in difficult negotiations.
Richard's understanding of many industries and
professions helps inform his creative and innovative solutions
to improved negotiating performance.