Calum has consulted to some of the world’s largest companies. He has assisted in closing international sales deals worth over $100M. Prior to becoming a Negotiation Expert, Calum began his London career with Accenture (then called Andersen Consulting) after qualifying as a Chartered Management Accountant. From Accenture, he moved to Diageo, and then on to British Telecom.
As a Negotiation Expert, Calum relishes in the fresh challenges his role offers. These include continuous researching, developing, and integrating tools and skills from an array of disciplines. The result is a negotiation framework that lays claim to being the world’s most comprehensive. The quality of Calum’s negotiation keynote speaking engagements reflects the array of industries he’s trained and consulted to, from both the buyer and seller sides of the table.
Negotiation Training Programs
Toolsets have proven themselves in the most complex large ticket sales negotiations across the globe. The Value Creation Framework™ drew early inspiration from the Harvard Project on Negotiation’s principled win-win philosophy. Since then, it has continued to evolve through client application. Both robust and comprehensive, the framework has proven itself relevant across a diverse range of client industries spanning all continents.
Calum considers himself fortunate to have worked with and modeled exceptional caliber negotiators. In fact, most of the negotiators chosen by Calum for modeling have themselves been trusted by their organizations with complex deals worth several hundred million. The leading edge Value Creation Framework™ has integrated the advice of these world-class negotiators, together with a vast array of allied disciplines. Disciplines integrated include, to name a few:
- Cognitive and Behavioral Psychology
- Language Patterns
- Sales and Procurement Strategy and Processes
- Applied Body Language
Clients have described Calum’s training as being entertaining and passionate. Importantly, clients also emphasize Calum’s training as both challenging and thought-provoking. His extensive use of tailor-made role-plays, skill-building exercises, and feedback sessions allows clients to rapidly assimilate new learning alongside their existing skill sets. Calum is an avid proponent of “learning by doing.”