About the author
I am the CEO of the International Association for Contract & Commercial Management (IACCM), a non-profit organization that I founded in 1999.
Like many practitioners in the world of contract negotiation and management, I stumbled into this role, having come from a background in Corporate Finance. My early involvement as a Commercial Manager was in the automotive industry, handling export markets, and from there to a negotiation role in Aerospace. In 1985, I was recruited by IBM, to join a small team focused on ‘business terms improvement’ and to develop internal bid and negotiation capabilities. From a role in the UK, I was rapidly moved to European HQ in Paris, and then to join Corporate Marketing in Armonk, NY. Following a brief spell back in Europe overseeing Marketing Support, I returned to the US to lead a Corporate project to reengineer the global contracting process and organization.
In 1997, with that project coming to an end, I decided to abandon a career in the Corporate world and to become an entrepreneur. I rapidly learnt a new approach to taking risks and gained a new respect for the challenges faced by Sales. After working to build and sell one venture and successfully establishing a second, I returned to the field which really fascinates me and founded IACCM. In the last 12 years, the Association has become the global forum for innovation in trading relationships and practices. It is a wonderful place to be, offering cross-industry, cross-functional, multi-national insights to the complex world of business and negotiation at a time of unparalleled change.
My background as a student of History, a lover of politics and social development, a fascination for communication and writing have equipped me to use these tremendous experiences as opportunities to learn and offer what I hope to be helpful insights and ideas on the evolution of business organization, motivation and management.
And in the process, I have had the chance to meet many wonderful people and to build a tremendous, dedicated team at IACCM. We inspire each other – and collectively, we hope to inspire the world, because high quality contracting and negotiation practices really do make a difference!