Martin has 25 years’ experience across a variety of roles – IT Asset & Configuration Management, Vendor Management, Commercial Management and Procurement, in both the engineering and public sectors before delivering consultancy engagements for Gartner. More recently he has been providing consultancy and training across the UK, Middle East, Australia, Africa and West Asia.
Martin’s experience includes, hardware asset management, supplier relationship management, sourcing strategy development and commercial management. His main driver is looking at the commercial opportunity available to an organisation in these areas and ensuring that they achieve value for money spent whilst minimising risk to the organisation.
Martin has worked with clients across many industries including oil and gas corporations, clean energy, airports, telecommunications, systems integrators, printing and office equipment, tax authorities, international charities, local and national government, construction, engineering and rail, environment agencies, research organisations.
Some examples of Martin’s client engagements are;
Engagement in the O&G sector – Martin has worked with Kazakhstan’s three largest oilfield development collaborations. He has delivered repeat engagements in the Angolan and Nigerian oil sector and numerous upstream and downstream parts of the Middle Eastern energy sectors.
Procurement planning and exit strategy creation – An uncertainty in value for money in a contractual relationship between a government entity and its existing IT outsource supplier required Martin to develop a fully costed, activity driven exit strategy from that relationship (for the outsource supplier the contract was its largest by value in the UK). Martin also developed the subsequent procurement plan and defined the role responsibilities of the delivery groups.
IT Shared Services strategy development, from a sourcing and architectural approach, for three London Councils embarking on a radical, ground-breaking programme of change whilst delivering improved value for money for their residents. The three Councils are the City of Westminster, Royal Borough of Kensington and Chelsea and the London Borough of Hammersmith and Fulham.
Development and creation of Outline Business Case for a contract renegotiation in an existing government outsource relationship – building and analysing all aspects of the outline business case, ensuring specific improvement in value for money could be achieved during contract renegotiation.
Development of Business Case (examining operating model and sourcing options) for a new Government agency - detailing benefits analysis and examining the likely financial costs, commercial impact and business opportunity for the creation of the a new Government Agency formed from merging the ICT and business process of 3 existing government organisations.
Martin holds a Masters in Research degree, a Bachelor of Science and Warwick Business School’s CPD award in Front Line Leadership. He is an Accredited Trainer for IACCM programs and a certified Supplier Relationship Management Expert and Contract and Commercial Management Practitioner.
StartIntroduction to Contract Negotiation (17:45)
StartNeeds Analysis - Where the first big negotiations happen (21:20)
StartThe impact of your terms on the party you are negotiating with (21:41)
StartDrafting contracts - Negotiating for clarity (9:27)
StartLet's Negotiate (8:02)
StartNegotiating Fundamentals (26:02)
StartPicturing the negotiations (16:32)
StartNegotiation Styles (20:32)
StartClosing the deal - The hardest part? (9:51)
StartPDF Contract Negotiation Summary