"Very good speakers & teachers, very helpful tools."
Calum Coburn
Calum has consulted to some of the world's largest companies and assisted in closing international sales deals worth many hundreds of millions of dollars. Regularly relishing the fresh challenges offered in researching, developing and integrating the best from a vast array of differing disciplines. The result is a framework that lays claim to being the worlds most comprehensive.
Toolsets have proven themselves in the most rigorous of complex large ticket sales negotiations across the globe.The "Value Creation Framework" has its roots in the Harvard Project on Negotiations principled win-win philosophy to create an enduring corporate Value Creation Framework. Both robust and comprehensive, the framework has proven itself relevant in its application across a diverse range of client industries spanning all continents. Fortunate to have worked with and modelled exceptional calibre negotiators, most of the negotiators chosen by Calum for modelling have themselves been trusted by their organisations with complex deals worth several hundred million. The advice of these world class negotiators has been integrated into the leading edge Value Creation Methodology together with a vast array of allied disciplines. Disciplines integrated include: Cognitive and Behavioural Psychology, Economic Applied Research, NLP modelling, Linguistics, Sales and Procurement Strategy and Processes, Mergers & Acquisitions best practices and applied Body Language to name a few.
Calum counts himself as being highly privileged to have been granted personal interviews with corporate international professional negotiators in a number of diverse industries. These modelling interviews have benefited the best practice approach through the synergistic application of leading business negotiators tried and trusted winning strategies that sets these high flyers apart in their fields. Calums style of training has been described as entertaining, challenging and highly thought provoking. His extensive use of tailor-made role-plays, skills exercises and feedback sessions allows new learning to be rapidly assimilated together with existing skill sets.
Calum is an avid proponent of 'learning by doing'. Prior to Negotiation Training and Consulting, Calum began his London career with Accenture (previously Andersen Consulting) after qualifying as a Chartered Management Accountant. From Accenture he moved to a Pan European role with United Distillers and Vintners (part of the Diageo Group). Managing reporting and training across Europe and later the USA, the cross cultural aspect added a dimension that has never been lost when designing and delivering negotiation interventions across borders. Next was a move across to working for British Telecom with Senior Commercial International responsibilities in the Consumer Products division, selling to high street retailers. Cross functional team negotiation with British Telecom provided the contrast of how organisations reward structures can cause internal negotiations to be more challenging that client or supplier negotiations.