Meet Our Negotiation Team
Simon Kelland - Partner
With his background as a
senior executive in both small and large organisations in the
financial services sector, Simon has wide experience in developing
businesses and coaching executive teams and individuals to deliver
growth in a competitive business environment.
Over the past 20 years, Simon has
worked in a variety of senior roles including strategic planning
and business development, sales, product development, structured
finance, risk management and relationship management. Some of
Simon's executive roles over the past 10 years have included:
Executive Director of Project and Structured Finance at ANZ
Investment Bank in Sydney, General Manager of Strategy and Business
Development at ANZ Bank's specialist finance company Esanda,
Managing Director of Esanda Fleet Partners, Chief Executive Officer
of ComputerFleet Management, and Associate Director in the
Investment Banking Group at Macquarie Bank.
Simon is a Chartered Accountant, a
Member of the Australian Institute of Company Directors and a
Trustee of the Committee for Economic Development of Australia. He
holds a Bachelor of Commerce degree from the University of Tasmania
and has completed executive programs at IMD in Switzerland and
Stanford University Graduate School of Business in the USA.
Louis Werth -
Partner
After attending the Scotwork Advanced
Negotiating Skills program in 1993 whilst at IBM. Louis built on
his experience in retail, information technology, sales management,
international business development and business negotiation roles
across Africa, the United States, Europe and Australia.
After active military service, Louis joined the Woolworths South
Africa as a Store Manager and then promoted to the Head Office as a
Merchandising Manager. Thereafter he joined IBM, with subsequent
assignments to the European Head Office where he held numerous
positions including International e-Commerce Business Development
Manager and UK Global Services Channel Manager.
He then joined the easyGroup (comprising easyJet) reporting
directly to the Chairman (Stelios Haji-Ioannou) as Commercial
Director, where he was responsible for negotiating joint ventures,
raising venture capital, investment and forming commercial
agreements.
Louis focuses in Negotiation Coaching Facilitation and
Consultancy. Over the past few years he has been consulting on
complex negotiations in the medical, travel, information
technology, mining, retail and defence industry.
Matt Lohmeyer -
Consultant
Dr Matt Lohmeyer is a specialist in
the field of life sciences, in particular pharmaceuticals,
biotechnology, biomedical devices and diagnostics. He is an expert
in intellectual property matters including patents, trade mark
protection, prosecution and infringement. He also has extensive
experience in licensing, strategic partnering, collaboration,
contract agreements, dispute settlement and resolution.
Before joining Scotwork, Matt was a
senior member of CSIRO's Corporate Transactions Team. In previous
commercial roles, he was Senior Business Manager at London-based
CRC Technology and General Manager - Biotechnology & Medicine
at Unisearch. He is a graduate of the Australian Institute of
Company Directors and an accredited trainer for training programs
of the Licensing Executives Society Inc. (USA). Matt served for 4
years on the NSW Committee of the Licensing Executives Society and
managed the activities of AusBiotech Ltd in NSW for 5 years, most
recently as Vice-Chair.
Matt received his Bachelor, Masters
and Ph.D. degrees from the University of Cambridge, UK and holds a
Postgraduate Certificate in Management from Macquarie Graduate
School of Management.
Ian
MacDonald - Consultant
Ian Macdonald has been
negotiating for 35 years. He is a Director and the principal
consultant of Millson Pty Ltd, specialising in high-level
commercial and industrial negotiations.
Ian regularly tutors the Scotwork
Advanced Negotiation Skills Course. This course supports his view
that long-term success is best achieved by creating, maintaining
and/or building balanced relationships. In such an environment, the
best and most profitable business outcomes are negotiated.
Ian maintains that Companies
engaging in enterprise bargaining should always be seeking to trade
improvement to their bottom line and working arrangements in return
for any increases in the terms and conditions of employment. He
promotes a disciplined approach to developing the employer/employee
relationship to achieve balance, credibility, consistency and
fairness.
Ian has been heavily involved in
developing workforce strategies in many industries, including -
Aviation (Australia, Hong Kong and New Zealand), Carbonated
Beverages, Chemicals, Construction (Offshore and Onshore), Dairy,
Hospitality, Hydrocarbons, Manufacturing, Packaging, Printing, Oil
and Gas, Maritime, Transport and Superannuation. He has drafted,
negotiated and implemented Awards and Agreements in these
industries as part of the strategy for change. Ian is an
experienced advocate in the Australian Industrial Relations
Commission. His main work has been in Australia, but he has also
worked in Hong Kong and New Zealand.
He gained considerable experience
in profit-focused management during a 20-year career with Exxon.
Ian worked in oilfield operations for 10 years. During this time
that he was the Australian Workers Union Oil Industry delegate to
the Australian Council of Trade Unions (ACTU), representing workers
in refineries and plants for 3 Award renewals. He then moved into
the management structure and ultimately managed Corporate
Industrial Relations for Esso Australia Ltd.
Ian has provided strategic advice
to some of Australia's largest companies, working directly with
senior management (in a number of cases specifically advising the
CEO and Directors). He is equally comfortable working face to face
with employees and their representatives to generate positive
changes in the workplace.
Ian has a Graduate Diploma in
Labour Relations Law from Melbourne University (1994).
Kath
Murphy - Consultant
Kath's commercial experience has been
gained in sales and management roles in Information Technology and
Telecommunications. She has successfully held positions in business
development, account management, sales and operational management
with full P&L responsibility at both regional and national
levels.
Over the last twenty years, Kath has worked for Tier 1 carriers,
vendors and system integrators and often been the lead executive
for teams negotiating major IT&T contracts for Enterprise and
Government bodies at State, National and Global levels.
As the Group National Sales Manager
for the Contact Centre and Speech Solutions Team at Telstra she was
responsible for establishing and developing the sales team, setting
the strategic direction, negotiating and implementing partnership
agreements.
Other senior roles have included
Southern Region Manager for Touchbase, BDM in Ericsson's Telstra
Unit, Strategic Account Manager at Nortel, Optus and McDonnell
Douglas. She has also been involved with leading edge Biometric
Solutions for enhancing security in the finance sector.
Kath has an extensive understanding
of the business of Contact Centres, Finance & Banking and
Telecommunications. She is currently a member of the national
committee of the Customer Contact Management Association
She commenced her working life in the Health Industry, holding
qualifications in both Nursing and Radiotherapy and her first sales
role was in the Pharmaceutical Industry. Kath first encountered
Scotwork while at Optus in 1999.
Hunter
Shannonhouse - Consultant
As a consultant to senior business leaders in
Australia and the United States for over 15 years, Hunter has
extensive experience in coaching executives, managers and their
teams through negotiations and significant change management
processes.
Hunter moved to Australia from the
US in 1988 to manage and expand Johnson Corporation Australia as
Director of Development and Operations, and has subsequently worked
across a range of industries to deliver sustainable improvements to
business performance.
Hunter has over seven years
experience as a leadership consultant, trainer and CEO coach. He
has consulted with medium to large businesses on sustainability and
business development issues with a focus on leadership, sales and
profitability, in industries including Information Technology,
Consultancy/Professional Services and Manufacturing.
Hunter has been contracted by
international consulting firms including Ernst and Young and
Pricewaterhouse Coopers to contribute to the building of their
sustainability services capacity and presentation to market.
He has a BA in Business &
Psychology and a Masters (M.Ed.) in Human Development Counselling.
His professional memberships include the Australian Institute of
Company Directors and St James Ethics Centre.
Mark
Spatz - Consultant
Mark Spatz is a Senior Human
Resources Professional who has held a number of Senior HR Positions
as well as running his own Human Resources Consulting Business.
Mark provides targeted advice and coaching on Talent Management,
including Succession Planning, Performance Management, Leadership
and Management Development as well as the Management of Change.
In addition, Mark provides
Executive Coaching and Career Advice to Senior Managers and
Executives in the private and public sectors. In addition, he works
as an associate at the The Leadership Consortium and Streamwise
Learning. Prior to joining Scotwork, Mark was General Manager of
Executive Education at the Mount Eliza Business School.
Another of his senior management
positions was General Manager of Executive and Management
Development at Ansett Australia. In this role, Mark was responsible
for the development of the top 3 levels of management. He also held
key roles as a Senior Consultant at Telstra's Centre for
Leadership, the Corporate Quality Office and the Corporate Training
Division.
Mark has a Masters Degree and is a member of the College of
Organisational
Psychologists of the Australian Psychological Society.
Keith
Stacey - Consultant
Keith is a Principal Consultant with
Scotwork and has over 30 years experience as a business consultant,
educator and trainer. He is a regular consultant to senior
executives in professional practice and his principal interests in
management are strategic planning, project management,
client-relationship management and conflict resolution.
Keith worked for the Commonwealth
Bank and for chartered accountants, Peat Marwick Mitchell, before
commencing a career in education and training. Over a twenty year
period, he worked as a teacher, lecturer in business studies within
the TAFE system, as a lecturer at post-graduate level at university
and as Director of Adult Education in the Department of Industrial
Relations, Education, and Training.
Keith has been a consultant with
Scotwork Negotiating Skills since 1994. He has worked throughout
Australia and in Asia and Europe. He has acted as advisor for major
negotiations on asset acquisition and divestment, winning mandates
and improving profitability in assignments.
Keith has a special interest in
management education and has established training programs
throughout Tasmania in retail pharmacy, fishing, and in the tourism
and hospitality industries. He acted as a consultant to the
Tasmanian Development Authority, government agencies, and small
enterprises. In his training activities in professional practice
Keith has delivered course on Building Trusted Relationships, Fee
Recovery and Persuasive Communication. Keith has conducted strategy
reviews for Hydro Tasmania. He chaired the Taxation and Regulation
Reference Group for the State Treasurer. Keith is also a Certified
Practising Accountant and a registered tax agent. He holds a degree
of Bachelor of Economics and a Diploma in Education.
Deborah Spurgeon -
Consultant
Deborah Spurgeon has
joined the Scotwork Australia team in a role that is focussed on
maintaining product quality & development of the negotiating
skills courses portfolio. Prior to joining the team, Deborah
was a Director of Scotwork International for 4 years. Scotwork
International has a global network of business's licensed to
deliver the range of Scotwork's negotiating skills training and
consultancy.
During the last 4 years with
Scotwork International Deborah she has been involved in all aspects
of training new tutors across the world. Her role was focussed on
bringing new tutors to the point that they can be licensed to
train, consult & coach for the full range of the Scotwork
portfolio.
Prior to her role in Scotwork
International, for 8 years Deborah tutored on 400 courses for
Scotworks global clients. She delivered courses in the UK, Ireland,
France, Portugal, Italy, Greece, Poland, Holland, Germany, Russia,
Egypt, Belgium, USA, Australia, Brazil, Canada, Singapore, Kuala
Lumpur, China and South Korea. . The list of clients she has worked
for includes, Unilever, Johnson & Johnson, LVMH, Pernod Ricard,
KPMG, GSK, Amazon, Transport for London, Vodafone, O2, Orange,
Comet, DSG and many more.
For 10 years Deborah held various
senior sales roles for Allied Domecq, selling and negotiating
contracts in the fmcg grocery multiple sector. She spent 4 years
working for a London based consultancy WRPO Ltd, which focused on
helping supplier companies better manage the relationship with the
big 4 UK grocery retailers.
Fabian
Courtaux - Consultant
Fabian is a commercially
astute professional negotiator with extensive operating experience
in developed and emerging markets.
Prior to joining Scotwork, Fabian built a successful career with
government and corporate giants, such as DCNS (formerly La
Direction des Construction Navales), Aventis and Rhodia. Fabian's
background includes purchasing, logistics and supply chain
management, as well as experience in IT/ERP multi-sites deployment
(ORACLE). He has proficiency in managing and conducting
negotiations in large high-tech and high-value projects, such as
engineering solutions, maritime & energy infrastructure,
submarines and military naval solutions.
Over the last eight years preceding his joining Scotwork, Fabian
held key management roles with DCNS - a French state-owned
enterprise providing maritime / military naval solutions and
infrastructure. Having been in charge of DCNS activities in the
Latin American region, Fabian's responsibilities included sourcing,
initiating, negotiating and closing major contracts ranging from
€10mil to €1bil in value. He has extensive experience in developing
and managing stakeholder relationships and negotiations at all
levels, including heads of government (such as Ministry of Defense,
Ministry of Energy, Navy), diplomacy, industry and commerce.
Having conducted business in five languages across European, South
American and Australian markets, Fabian has a working appreciation
of cross-cultural business and global socio-economic
environment.
Simon Letchford
- Partner (Currently in Scotwork USA)
Simon has extensive negotiating
experience in both the public and private sector including complex
contract negotiations, teaming agreements, joint ventures,
high-value development contracts and other commercial
arrangements.
Prior to joining Scotwork, Simon
was Managing Director for Cirrus Real Time Processing Systems, a
defence company he jointly established, built and managed to become
a successful and profitable enterprise with a solid reputation in
the defence software and systems domain. The company was recognised
by a number of high profile business awards, including the NSW
Government Small Business of the Year in 2002.
From 2002 -2003, Simon held the
position of NSW President for the Australian Industry Defence
Network. AIDN is the peak industry group for small to medium
enterprises in the Australian defence market, and represents 400
member companies. As President of the NSW chapter, Simon's role
included representation of AIDN member companies on a number of
defence committees at Senior Executive Service level. Simon
received a Bachelor of Engineering (Electrical) with Honors from
Sydney University.
To read more about our services, please click here.
Contact us:
Call 02 9211 3999
Email info.au@scotwork.com
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