The ENS International group is spread across the globe. We speak a variety of languages and have wide-ranging professional and commercial experience. To find out more, browse the list of names below.
You can also contact our people by clicking the Contact Expert button on a profile.
Some of Our Consultants
Michael Hudson - Founding Director
Michael Hudson is an acclaimed trainer and mentor in negotiation, influencing and interpersonal communication. He is able to draw on over thirty years experience in empowering individuals and organ to be more successful in influencing outcomes and negotiating desired agreements.
Based in Sydney, he is an internationally keynote speaker in the practical implications of negotiation psychology, cross-cultural negotiations, mediation, and the dynamics of persuasion, influencing and conflict resolution.
Prior to being one of the founders of ENS International in 1978, his work background included industrial and organizational consulting and senior management positions with a large multinational working out of Australia, Canada and the United States.
Operating primarily at management levels, he brings a wealth of insight, knowledge and practice gained from active involvement in influencing, negotiating and resolving events. His expertise includes helping clients prepare strategically for specific contexts or planned changes, and in developing flexible behaviours for managing relationships. His capacity to work across diverse countries and cultures has proven to be of great value to many clients.
Michael has had extensive international experience in many areas including commercial negotiations, influencing organizational change, creating positive outcomes, enhancing business contracts, and in the negotiation of union/management disputes.
Michael is as a skilled and effective influencing and negotiation strategist and mentor assisting organizations and prepare for and conduct complex and sensitive interactions.
Michael has authored books including 'Effective Negotiation: A step-by-step guide', 'The Legal Negotiator', Negotiating Employee Relations, audio tapes, and a number of articles on the subject.
He brings a wealth of experience in the ‘how’ of interpersonal communication, and in the coaching and delivering of influencing and negotiation training programs for a wide range of clients.
Michael holds an MA in Psychology and a degree in economics.
Jason Hine - Head of Operations
Jason has been developing and growing companies, often from startup - or post-startup stage and his expertise includes all facets of entrepreneurial and professional executive management.
He has worked with and for other entrepreneurs and has significant private company board experience.
Jason thrives on taking on challenges including developing and growing distribution networks, securing and developing IP, developing new markets, commercialising new products, and finding profitable market opportunities both in Australian or on the Global stage.
His specialties include entrepreneurial management, team building, multi-disciplines, strategic and operational plans, distribution growth, sales and marketing and aligning shareholder goals and company activity.
David is an accomplished business director with strengths in commercial negotiation and delivering profitable business outcomes for clients and business partners.
An outstanding communicator, David brings over 20 years experience in Banking and Investment Banking in the Australian and international markets. With a solid track record of direct involvement in Mergers and Acquisitions, David has developed deep skills in negotiating complex commercial transactions in the commercial property, health services, consumer good manufacturing and media sectors.
David's advice is also keenly sought after by Government, where he has a strong track record of providing strategic advice and negotiating commercial resolutions in difficult matters involving disparate stakeholders.
David brings the tangible experience derived from his "hands on" roles running various businesses across diverse sectors, that provides experiential depth to his expert advice. With a keen understanding of the human dynamics of negotiation, David applies practical strategies for influencing, negotiating and gaining real value from complex negotiations.
An experienced corporate executive with a diverse background that highlights the achievement that comes from applying a planned negotiation strategy. Whether these negotiations or influencing moments are formal or informal, Russell has been developing platforms for successful negotiation throughout his career.
Russell joined ENS International after a career that began in Accounting & Commercial Law, a career that saw him work with leading organisations such as Shell Oil.
Starting his own consulting business, Russell has worked with multi-nationals such as Caltex Australia, BP International, Mobil Oil Australia, DHL, CEVA Logistics, Toll Holdings, Linfox and many others.
His services were focused on tender preparations, review and the associated contract negotiations. All these areas were key elements of his corporate experience and commercial success.
Since joining ENS International, Russell has delivered negotiation workshops to groups from diverse industries such as Telecommunications, Retail Buyers, Information Technology and Corporate Communications.
Russell views one of his strengths as helping participants in workshops to understand the importance in the relationship between all parties in a negotiation. To understand how much value and potential is waiting to be discovered and just how they can influence the outcome through the application of the ENS International Framework.
Russell holds a Commerce Degree from Melbourne University with majors in Accounting and Commercial Law.
With a background in lobbying, advocacy, administrative law and policy research, John applies a strategic approach to the practical application of the science of influencing. He has over 20 years' experience providing strategic advice and assistance to government and industry in relation to issues such as financial services, insurance, law reform and industry development and consolidation in the mining, health, superannuation and retail industries.
John has acted as an influencing strategist and coach for Federal and State government departments as well as leading businesses such as the Commonwealth Bank, AMP, BHPBilliton, Westpac and the ANZ Bank. He is also experienced in managing complex cross-cultural JV and M&A negotiations by assisting clients to understand and manage the hidden agendas of their counter-parties.
John's highly developed research skills, his experience with the law and his strategic approach to issues management provide a strong conceptual foundation to his negotiation practice in cross cultural and complex high stakes negotiations with industry and government in Australia and Internationally.
John is recognised as a skilled and effective coach, facilitator and conference presenter who ensures that negotiation and influencing skills are easily transferred to clients.
Andrew has 40 years' experience in the resources sector internationally. He has successfully applied his influencing and negotiation skills within organisations to unlock value by using aspirational thinking for business improvement.
His specialist focus is in the resources and construction industries. His professional interests are in negotiation with indigenous groups and in the application of a rigorous influencing framework to continuous improvement and the change management of internal corporate cultures.
Andrew's extensive experience in cross-cultural negotiations and involvement in the sensitive arena of the extractive industries have enhanced his negotiation skills. This enables him to gauge a wider range of involved parties for specific influencing than is usual. Other skills include working to ensure that a client becomes a preferred partner as a result of creating multiple-option solutions.
Andrew consults primarily to the resources and related industries, in the fields of major equipment purchase, supply and procurement, labour relations, marketing, and landowner relationships.
As a successful negotiations practitioner based in Vancouver Canada, Colleen Cattell has consulting and training experience with clients around the globe.
Colleen's background is in law, specifically litigation, mediation and dispute resolution. She has published and spoken frequently on the subject of negotiation, communication, and conflict resolution skills. Much in demand as a teacher and trainer, she has held the position of Adjunct Professor at the Faculty of Law at the University of British Columbia in Mediation Advocacy.
Her consulting experience includes working with clients in complex multi-party private and public sector negotiations, cross-cultural issues, executive team leadership, strategic planning, and training design. She has worked across a wide range of industries including construction, manufacturing, land development, mining, and insurance. Her client list extends across the private sector, government and NGOs.
Colleen firmly believes in the power of negotiation and mediation and to this end has worked with the government of British Columbia, advising on civil justice reform initiatives, which include mandatory court mediation.
Colleen has a Bachelor of Arts (Honours), and a Bachelor of Laws from the University of Victoria. She is an accredited ENS International consultant, a Chartered Mediator and was appointed Queen's Counsel in 2006.
Location: Belgium and USA
Language/s: English, German, Spanish
Craig's initial training as an engineer followed by graduate work in the behavioural sciences makes him keenly aware of the frustrations experienced by many technical managers attempting to adopt a new negotiation approach. It gives him great personal satisfaction to help others to re frame and navigate this career challenge.
Through formal training and one-on-one coaching, Craig works with managers to improve their negotiation abilities with a flow on to interpersonal, communication, leadership and thinking skills. He is particularly interested in helping managers develop their capacity to provide negotiation leadership in multicultural and technical contexts.
Upon completing graduate business school, Craig worked in Europe and the Middle East. From 1986-92 he was Associate Director of the Middle East Management Centre. Responsible for business development, he managed the delivery of in-company training and the marketing and delivery of public courses, which added to his skill set as a leader in the field of negotiation consultancy.
David has 30 years experience in enhancing negotiation and influencing effectiveness; both at individual and organization levels. He works with a diverse range of Australian and international organizations covering both product and service based industries.
David’s early management background was with banking, energy and manufacturing industries, focusing on leadership, organizational change and influence. He works with senior executives and management teams in improving team and organizational performance including major sales, procurement and major project management. He provides coaching and mentoring at the individual level.
David has a specialty in assisting organizations involved in EBA disputation – working with all parties to enhance on-going relationships and avoid sub optimal outcomes – both short and long term.
David’s work is divided between skills training in negotiation and influencing capabilities and ‘hands on’ team coaching and strategic consulting on major negotiation projects.
Before establishing her own Consulting business specialising in Commercial Negotiations and Strategy development, Catherine held senior management positions with a large global mining organisation.
With more than 17 years mining and resource industry experience, Catherine draws on a broad commercial base, with a particular specialisation in Procurement strategy development, continuous improvement, and Supply chain efficiency and optimisation as well as a wealth of experience representing organisations in high end commercial negotiations.
Her commitment to value delivery, process and problem resolution has helped her add value to complex commercial requirements for clients and organisations and she has successfully operated in a diverse range of geographies and cross cultural contexts including, South Africa, Madagascar, Japan, China, India and Mongolia.
Catherine has a strong interest in local content optimisation, working with mining and resource sector organisations to help them increase the participation of local suppliers in their ongoing operations and supply chain requirements and supporting organisations in achieving and maintaining a licence to operate.
Location: Hong Kong
Cathy has been an ENS International negotiation leader in Hong Kong for over ten years. She has worked with a number of leading companies providing consulting, coaching and training services based on in-depth needs analysis work. Cathy has assisted major international corporations in designing and implementing a comprehensive negotiating and influencing skills development program for key executives.
Cathy has worked across the UK, Australia and New Zealand as a technical writing and project management consultant, giving her real world project experience to help form her industry expertise in negotiation skills training.
She successfully completed major projects for clients in the banking, oil, communications, transportation, retail, shipping and supply chain industries. From 1993 to 2000 she headed up the successful IT and consulting division of a top recruitment consultancy.
She has a keen interest in negotiating organisational change and helping people enhance their interpersonal and teamwork awareness and skills. Cathy likes to see people use negotiation skills successfully and effectively in all private life and business situations.
Location: United Kingdom
Paul's negotiation and training style is influenced by his extensive background working in facilitation and learning across many market segments. His experience spans a range of industry areas, including Petrochemical, Plastics, Agrochemical, Food, Acrylic, Biochemical, Engineering, Adhesive, Personal Care, Paint, Construction and Electronic materials.
Paul is skilled at interacting with people from all types and levels of expertise, from graduates to operators; from functional leaders to directors of major businesses. His interpersonal flexibility has made him an accomplished negotiator, with a wealth of insight to bring to his role as a consultant.
He has significant international experience, having worked and trained in locations across North America through to the Middle East, Russia, India, Far East, Australia, and Europe. His cultural knowledge and well travelled nature make him an asset to inter-cultural negotiations training.
Paul is a dynamic negotiations expert with a multi-faceted skill set and understanding of influencing, based upon the many teaching and learning interventions he has developed over the years. Paul has engaged with most development situations and has consistently delivered effective outcomes.
Carrie Gallant is a well established ENS influencing and negotiation practitioner based in Vancouver, Canada. She has worked with clients on consulting and training assignments around the world.
Her experiences in psychology, law, mediation and dispute resolution give Carrie a holistic view of negotiation that is flexible and comprehensive. Carrie is known for the dynamism of her public speaking and course facilitation, which make her in demand at such organisations as the University of Toronto Faculty of Law, the Osgoode Hall Law School and York University. She is currently an Adjunct Professor in the Faculty Law at the University of British Columbia, where she teaches mediation advocacy and negotiation.
Strategic planning, training design, executive team leadership development and complex negotiation assistance all make up Carrie's consulting experience. She has worked with a diverse array of clients, tailoring programs for lawyers, engineers, health-care professionals, sales people and procurement managers in such industries as pharmaceuticals, mining, construction, insurance and manufacturing.
Carrie has a Bachelor of Arts (Psychology) and a Bachelor of Laws from Queen's University. She is also an executive coach, with training from Career Coach Institute and the Adler School of Professional Coaching, and an accredited ENS International consultant.
Mike Greenwood has a background in project management and employee relations with an engineering degree and postgraduate management qualifications from City and Westminster Universities in the UK. He has over 20 years' experience consulting in Australia and the Asia Pacific region, having worked with major organisations across a wide range of cultures and disciplines.
With a strong business background, Mike is able to fully understand complex business issues and use realistic and practical scenarios to provide opportunities for the rehearsal of negotiation strategies and tactics. His keen eye for observation leads him to be able to give insightful and constructive feedback.
As a coach to both individuals and teams, he is known for his energy, enthusiasm and clarity in communicating concepts and passing on skills and techniques. Mike's aim is always to provide an experience that is stimulating and challenging yet enjoyable and memorable to enable his clients to keep on achieving better results from their negotiations.
With over 25 years of international business experience, focused predominantly in Asia, Swinder brings great depth to her negotiation facilitation. Her experience in senior roles within global organisations ranges from leading product management, operations and 9 years as CEO, all of which have given Swinder insights and experience which are second to none.
Swinder has worked with government agencies, transport infrastructure companies, specialist financial institutions and the general public where she has had to engage, negotiate and influence stakeholder relations to maximise the overall value of their outcome.
This wealth of corporate experience allows Swinder to deal effectively with high-stakes, high-risk situations where the focus is to reach optimal outcomes. Using a systematic approach of stakeholder mapping to identify, lobby and craft solutions, she managed a diverse group of high profile stakeholders and achieved outstanding results.
Swinder has an MBA from University of Illinois at Chicago in Marketing & Finance. She is an accomplish speaker who has presented papers and facilitated global conferences.
Wayne Haynes is a dynamic professional who brings global consulting and training experience to the ENS International network. An excellent communicator, he has an established network of senior and influential industry and public sector decision makers.
With a solid background in strategic and operational Defence (Royal Australian Navy) and commercial appointments in defence, aerospace and telecommunications infrastructure industries, Wayne has accumulated a wealth of experience influencing high level policy development, senior staff training and executive development, as well as regularly managing effective client programs with identifiably successful outcomes. With his extensive international relations experience Wayne has fostered project success in both bilateral and multilateral relationships. Experience negotiating development and cooperation programs in the South East Asian region is complemented by leading negotiation and strategic business development and acquisition initiatives across Europe involving public safety communications contracts and treaty level policy agreements.
Wayne uses extensive public sector knowledge, combined with strategic commercial insights, to enhance and transfer to clients his personnel, training, strategic policy and operational level experience in influencing and negotiating. His business qualifications are from AGSM, with formal qualifications in policy and administration having been obtained through Australian and international defence colleges in Paris. Wayne holds diplomas in language from both the Australian and French Defence Schools of Language and he is a member of the Australian Institute of Company Directors.
Location: the Netherlands
Language/s: Dutch, English
Heino has assisted many renowned companies to achieve better sales and negotiation results. The improvement of sales processes and enhancing influencing and negotiation effectiveness is always the focus of Heino's work.
He has provided many commercial training courses for FMCG (fast moving consumer goods) companies, financial service providers, ICT (information and communication technology) companies, consultancy firms, marketing agencies, recruitment and selection companies, NGOs, facility management and logistical service providers.
He uses the powerful processes and tools of ENS for influencing and negotiation capability development.
He is an expert lecturer in the field of negotiation at the Institute of Sales and Account Management at the Erasmus University Rotterdam and INSEAD Fontainebleau. He is personally responsible for his clients multiplying their close ratios, winning major deals and coaching negotiation teams.
He started as a sales representative and worked his way up through several sales jobs to Director Sales & Marketing on a national as well as a European level. Heino successfully led pitches, sales teams and organisations in the Netherlands, Belgium, France, Germany and other European countries. From his extensive experience as a salesperson and line-manager, Heino became a very effective consultant for many customers. He is as accustomed to working on the ground in the sales trenches as he is at a board level.
Nancy Jacklin has worked with clients internationally and across North America as an outstanding ENS influencing and negotiation practitioner. She is currently based in Calgary, Canada.
Organisational development and psychology make up a large part of Nancy's background, informing her focus on negotiation and influencing, conflict resolution, team building, leadership and individual and organisational wellness. Her experiences teaching at the University of Alberta have shaped her into an energetic and engaging speaker and facilitator.
Nancy has extensive experience developing her clients' influencing capabilities, assisting with complex multi-party negotiations, helping them plan strategically as well as cope with cross-cultural issues. Managers, scientists, sales staff, engineers, lawyers and technical experts working in procurement have successfully completed her programs.
Nancy is both a registered psychologist and an accredited ENS International consultant. She holds a Bachelor of Arts from the University of British Columbia and a Master of Science (Educational Psychology) from the University of Calgary.
Robert is a Negotiation Strategist and Coach with over 20 years experience working in the negotiation and influencing arena with a wide range of largely private sector organisations.
Through the provision of ongoing consulting and training services Robert has gained a wealth of negotiation experience and insights regarding the underlying dynamics of negotiation. He strives to have his clients Master the negotiation process and avoid some of the common negotiation 'pitfalls' that if not corrected may consequently destroy the realisation of long-term value.
Many of his clients are well known in the Australian resources and services sectors (Mining/ Oil and Gas/ Engineering/ Employment) and are involved in high value long term negotiations. In working with professionals in these sectors Robert is able to adapt his approach to provide a structured and relevant approach to the crafting of Negotiation Strategy.
In the past Robert worked as a Psychologist in academic, clinical and occupational fields. He has also gained expertise in a wide variety of management disciplines. He has taught social sciences at University level and has academic qualifications in Education and Business.
Robert is based in Perth and negotiates daily with his wife and children.
Location: New Zealand
Jane Kennedy is an experienced ENS negotiation and influencing strategist and practitioner. She has worked in a range of sectors including energy, telecommunications, pharmaceuticals and Local and Central Government.
Jane has 20 years experience in strategic sourcing and procurement over a broad base of industries, having held senior management positions across many significant sectors. She has coached and trained hundreds of people in the development of professional negotiation skills. Her consulting expertise has been applied to commercial transactions and business relationships where enhanced outcomes are desired.
Examples of her work include an ongoing engagement with a utility company for a period of several years to provide specialist negotiation and relationship management advice. Jane also assisted a major New Zealand company in developing their strategy for renegotiation of a highly lucrative contract and has facilitated conflict resolution processes between many large organisations in outsourcing relationships.
Robert is based in Perth and negotiates daily with his wife and children.
Location: New Zealand
Joanna is an acclaimed consultant and coach in negotiation and influencing. She has held a range of senior strategic roles in both operational management and consulting environments.
Jo has specialist expertise in strategic business process outsourcing, contract management and negotiation, and service delivery operations. She takes a pragmatic and practical approach to her work, with an emphasis on generating buy-in to strategic vision and thinking, and taking this through to successful implementation.
Jo's experience spans 20 years, in the UK and Australasia. Her career began in London, in the field of marketing, market research and management consultancy. Following her move in 1995 to New Zealand, she specialized initially in the contact centre industry before moving into IT, where her focus turned increasingly to contract negotiation and management.
Prior to moving into full-time consulting, Jo was Business and Operations Director of New Zealand's largest outsource contact centre provider where she was directly responsible for negotiating and managing major outsourced contracts for a range of clients throughout New Zealand.
Jo has worked across many industries, including the energy sector, loyalty marketing, travel and tourism, education, health, construction, IT, telecommunications and professional services.
She holds a BA (Hons) in Business Studies and a Post-graduate Diploma in Marketing.
John believes that understanding the connection between the technical outcomes within projects and the stakeholder relationships that enable them to happen is critical.
Clients John has delivered ENS training and consulting assignments come from a variety of industry sectors including automotive, banking, education, finance, forestry, healthcare, media, mining, paper and pharmaceuticals.
His influencing and negotiation capabilities have been utilised in complex assignments such as business process re-engineering in demanding client environments including banking and state government. His facilitation and consulting skills have also been utilised in enterprise agreement negotiation preparation, in utilities and large scale manufacturing environments. And he has provided consulting assistance during the preparation stage of major supplier-customer negotiations in fast moving consumer goods.
John holds a Bachelor of Engineering (Manufacturing), a Graduate Certificate in Project Management and has also achieved APICS – CPIM (American Production and Inventory Control Society – Certification in Production and Inventory Management). He is a member of the Institute of Engineers Australia, a Fellow of the Australian Institute of Management and a Fellow of the Chifley Business School.
Location: Hong Kong
Language/s: Cantonese, Mandarin, English
Thomas Liu is an accomplished ENS negotiation practitioner with more than 20 years experience. With rich management and sales experience, he has facilitated organisational development and cultural change projects for various large enterprises.
Thomas has conducted numerous training programs in negotiations and influencing for the global, corporate and consumer sales teams of leading telecommunications companies. He helped engender outstanding negotiations practices with engineers and special projects teams who had to undergo constant negotiations with the government and other telecom suppliers.
Thomas is very flexible and experienced, having worked across IT&T, electronics, banking, garment, fast moving consumer goods, government departments and container terminals.
Thomas has a Bachelor's Degree as well as a Diploma of Training Management, both from The Chinese University of Hong Kong. He recently completed a one-year Executive Business Studies qualification at Tsinghua University, China.
Jo brings over twenty years of business knowledge to the negotiation arena. She has worked as an accredited coach with ENS International for several years. During this time Jo has promoted the successful ENS methodology through workshops, coaching and consultancy to many people from a wide range of Australian and overseas businesses.
Having held management positions in international shipping and associated industries, she has practical experience to call on when working with her clients and a strong appreciation of business issues. She holds a Master's Degree in Business Administration.
Jo has developed a strong understanding of the services sector, having worked extensively in the hospitality, gaming and tourism industries, with local and state government and with clients from the banking, mining and extraction, manufacturing, foodstuffs, retail supermarkets and pharmaceuticals sectors.
Jo works with both public and private sector organisations in Australia besides regularly facilitating workshops in both New Zealand and India. Her goal is to bring an insightful but practical approach to all negotiations, which is underpinned by a watertight, proven methodology.
Language/s: English, Japanese
Jim draws on 25 years of broad industry and international experience. In a nutshell, he is dedicated to helping you achieve better outcomes.
His 'coalface formula for success' is simple, yet not simplistic – to create value at multiple levels for clients and stakeholders, and never lose sight of the desired outcome.
Jim has lived and worked in Australia, Japan and now Singapore. Holding senior management positions with multinationals and conducting business throughout the Asia Pacific region has helped Jim develop a complex skill-set.
Jim's industry experience includes Director of Services and Director of Sales and Product Marketing for Asia Pacific and Japan with a US-based technology company, where his responsibilities covered global accounts, strategic alliances, OEM customers, professional services, customer services, product realisation and regulatory approvals.
Working as a foreigner in a traditional Japanese environment for 6 years with local companies provided some unique insights. As a result, he is particularly adept at bringing out the best in diverse cross-functional teams and multi-cultural environments.
David is an outcome-focused negotiation consultant and facilitator of ENS programs. David brings extensive commercial experience to empowering his client’s negotiation capabilities, having held CEO, COO and CFO positions in a variety of organizations and industries.
In recent years, David has consulted to both government and many of the ASX100. David’s expertise includes commercial negotiations, complex sales/purchases, service provision and outsourcing, organizational capability building, and the purchase and sale of businesses.
David has a Bachelor of Arts (Honours) in Business Studies from Sheffield University. He is a member of the Institute of Chartered Accountants in England & Wales.
Language/s: English, Italian
Mario's negotiation and facilitation style is influenced by his extensive background coming out from his career in multinational companies, mainly in sales management and HR development, for a total of 12 years. Mario got strong experience in developing and making efficient sales forces, launching new products, innovating and re-positioning mature products, building selling strategies, reorganising after merger/acquisition.
Mario set up his own consulting & training firm in 2004. His clients are in many different fields such as Pharmaceutical, Consumer Healthcare, Medical & Hospital Devices, Forwarding & Logistics Services; ICT, Telecommunication, Tobacco, Banks, Financial Services, Security & Safety, Government Entities.
Mario gives his consultancy to many multinationals and big companies to get better results in sales and negotiation. The improvement of their sales processes and enhancing influencing skills are the main objectives in Mario’s work.
In his daily activities he also coach sales teams, their middle to top managers as well as front line representatives, in Italy, England, Ireland, France, Belgium, Switzerland.
Language/s: French, German, English
Andy has over 20 years' of international business experience. His wide commercial background gives Andy a strong professional basis for the design and delivery of practical influencing and negotiation strategies.
Andy has worked at senior levels with major print, publishing, packaging and food companies around the world, leading key account management and sales and marketing teams, as well as teams involved in product development and innovation. He cites an ongoing focus on understanding and delivering on customer needs as the key to their success.
He has been instrumental in smoothly integrating new ventures in existing firms and profoundly changing management processes. His experience with mergers and acquisitions, and projects with inherited architecture and systems, has readied him to meet all challenges.
Andy has a track record of success in conducting and participating in key commercial negotiations, where the parties build long term and fruitful relationships. He has a range of experience coaching teams to influence and negotiate desired outcomes.
Andy is recognised as a skilled influencing and negotiation facilitator and coach. He is effective in assisting organisations to prepare for and conduct complex and sensitive negotiations.
Drew McKinnie is an influential, innovative and strategic professional, with a background as a military officer and engineer. He has robust and constructive relationships with many industry players and is a skilful ENS International consultant and trainer.
He has worked in many personnel, training, strategic corporate, project and operational engineering roles. Drew completed over thirty-four years in the Royal Australian Navy, reaching the rank of Commodore. During his RAN career, he successfully applied his influencing and negotiation skills to turn around difficult programs and relationships, as well as developing and implementing strategic change programs. Through this he achieved better Navy capability, and optimised value for the government and taxpayers.
Drew's influencing experience in strategic and defence industry dialogues, plus his dealings with public sector and technologically dependent organisations have enhanced his negotiation skills. He enjoys dealing with risk and uncertainty, exploring lateral strategies and using relationship-based approaches to solve difficult problems.
Drew holds a Bachelor of Engineering (Electrical) degree and Master of Arts in Strategic Studies. He is a graduate member of the Australian Institute of Company Directors.
Location: United Kingdom
Elspeth, a UK Barrister, with a background in advocacy, legal negotiation and lobbying, now specialises in helping clients achieve better outcomes in their negotiations. She brings to ENS her commercial and strategic understanding, which comes from her successful former career as an intellectual property lawyer where high-level negotiations were part and parcel of her day-to-day responsibilities.
Elspeth has delivered high-level influencing and negotiation training programmes, coaching interventions and consultancy throughout the United Kingdom and Europe. She has experience of working with groups from diverse industry sectors including: insurance & financial, legal, medical, mining, packaging and surveying. She also provides training to multi-linguistic groups and those from different cultural backgrounds.
Elspeth is well known as an enthusiastic and energetic trainer and coach with a highly practical, interactive and "hands on" approach.
Elspeth strongly believes that negotiation training programmes and consultancy interventions should provide clients with a measurable return on their investment and an improvement to their bottom line.
Elspeth is a communication specialist and provides coaching particularly to women in business to come across persuasively and make a positive impact. She is a Visiting Lecturer at St Mary's College, University of Surrey U.K. on their Masters in Education Programme.
Tony draws on over 15 years corporate experience as a manager and consultant. He assists organisations with their formal negotiation skills, strategic influencing and leadership development. He has worked with multi-national companies across 9 Asia Pacific countries, and across multiple industry sectors – retail, industrial, finance and insurance.
Tony's background includes senior roles in human resources and learning and development, providing specialist experience in organisational development; project management; needs analysis; design of training; design of e-learning; delivery of training and executive coaching; and evaluation of learning interventions.
All of this experience is of great value when it comes to assisting clients with their negotiation strategies whilst under pressure.
Tony's cross-cultural exposure in Asia also helps him to simplify key messages and use the process of learning to gain the maximum leverage, working beyond his limited use of Mandarin.
Organisations collaborate with Tony because he gets to the heart of performance issues and is able to apply concepts and embed behaviour change for long-term sustainability. This includes organisations implementing company-wide change initiatives.
Tony has trained people all around the world, and he has quickly established himself as one of Asia's leading negotiation skills trainers.
He has been an ENS International facilitator since 1997 and has built on this to become a negotiations skills expert, working alongside a long list of major multinational clients with outstanding results.
Tony is perfectly placed as a negotiations skills educator, with a background in capability and training management and a strong professional focus on client training and public seminars.
Educated at the University of Hull, England, where he read Economics and Accounting, Tony is also a Fellow of the Institute of Chartered Accountants in England and Wales (FCA). In 1998 the University of Sheffield, England, awarded Tony a Masters Degree in Training & Development.
Peter has over 20 years' experience providing influencing and negotiating consulting support to private and public sector organisations. He has a focus on commercial, enterprise bargaining and sales negotiations, particularly in the engineering, building and construction and financial services fields.
Peter's background in senior sales and marketing provides a strong professional basis for the practical application of negotiation strategies. He has held senior sales and marketing, account manager and general manager appointments for international companies with responsibilities in Australia, South East and North East Asia.
Influencing and negotiation consulting includes assisting companies and Government organisations to prepare for and conduct complex and sensitive negotiations where there is a need to resolve conflicting issues for future business.
Examples include major debt recovery and rehabilitation programs with the major banks, project management/variation negotiations for construction companies, major negotiations in claims settlement, commodity trading agreements for international trading company, international pricing and delivery agreements and assisting account managers to negotiate long term supplier agreements.
Location: United Kingdom
Gary's expertise and research into influencing and negotiating has been evolving since 1988. His particular focus is on developing practical and high impact influencing and negotiating skills.
His commercial understanding comes from his time as a surveyor with a leading London practice and as Managing Director of a company. Training techniques were refined while Principal and Course Director of a university honours degree program.
Gary provides teams and organisations with practical support for 'live' negotiations. It is his 'hands-on' experience that makes his training so practical, including techniques that have been fully field-tested.
He has delivered high level influencing and negotiating training programs throughout the UK, Europe, Russia, the Middle East, Asia, Australia and North America.
Gary has carried out research into the development of personal skills and the effectiveness of certain personality traits in management activities, such as negotiating.
Ken has over 30 years in the semi government and international resources industry. He is a skilled proponent of the influencing and negotiation process to identify improvement opportunities and add substantial value to the bottom line.
He has a strong background in resources and mining, with a specialist focus on procurement, the supply chain, and continuous improvement. In this capacity he has worked in Australia, USA, Canada, Indonesia, Singapore, South Africa, Namibia, Madagascar and Zimbabwe.
Ken has worked extensively on internal cultural change and has led a number of change management programs where influencing and negotiating skills are paramount. He has found that there are always areas of opportunity for both sides in a negotiation, and that the best outcomes can only be achieved by planning and thinking through the process.
He has co-presented at leadership courses, and acted as a mentor to many procurement staff throughout the world. He acted as advisor to some Queensland Government Departments on adding value through advanced procurement management strategies.
Jeremy Pollard has 35 years' commercial experience in the Asia Pacific region. He uses his experience to support ENS clients focusing on large, must-win projects and deals. Specifically in helping senior leadership teams avoid the pain of high-risk, high stakes negotiations, by learning and successfully using the proven ENS methodology.
Jeremy helps clients reduce risk and increase the certainty of their outcomes by utilising Jeremy’s valuable insights and experiences built from deep industry expertise – particularly around long cycle, capital intensive or complex stakeholder situations.
His has worked with industries such as Defence, IT, Communications, Professional Services, Energy and Infrastructure. Examples include helping win a multi-year international infrastructure services contract renewal, defence communications project bidding, winning back the e-commerce platform for a global vendor with a leading Australian retailer and successful merger and acquisition work around both funding and company sales.
Jeremy has held senior management positions with Ernst & Young, Microsoft, IBM, Lend Lease, Optus & Salmat – as well as over twenty years working with CXOs in his own management consulting practice. In working with Jeremy, you benefit from very practical, hands-on experience, as in many of his projects, he was responsible for the setting up and commercialising of new businesses, new business models and new infrastructure. To be successful he developed and negotiated projects and deals both internally and externally - with partners, suppliers, and customers - at all levels and roles.
As a facilitator Jeremy is compelling, engaging and persuasive - participant feedback from his workshops is excellent: eg ’Jeremy made it seem clearer, made it seem easier, now I really get it...'
Language/s: Spanish, English
Eduardo is a successful negotiation consultant in influencing and negotiating with ENS International. He has over 25 years experience of empowering people and organisations to achieve outstanding outcomes in the sphere of negotiations.
Through his established and successful company he has provided high quality training to many organisations, including an extensive range of top Chilean companies. He has done so with ENS International's proven negotiation and influencing framework.
Eduardo is the author of 'N.E.G.O.C.I.E: Los siete pasos de una negociaci��__n exitosa' (N.E.G.O.C.I.E: The Seven Steps to a Successful Negotiation) (2005) and has worked as a part-time Professor of Negotiation at the Catholic University of Chile.
He has been invited to speak at various conferences, including the International Conference & Exposition of the American Society For Training and Development (ASTD) in the US. He has spoken several times on negotiation techniques as they apply to human resources issues.
A law background - focusing on commercial, civil and construction litigation, as well as mediation and dispute resolution - informs Paul's understanding of negotiation.
He has worked across a wide range of industries including construction, manufacturing, land development, mining, forestry and insurance.
Paul's experience includes complex multi-party negotiation, cross-cultural issues, labour relations, sales and procurement skills development and executive leadership.
He has a particular interest in using influencing and negotiation skills to navigate periods of dynamic change which is especially beneficial to his clients.
As an Adjunct Professor in the Faculty of Law at the University of British Columbia Paul has honed his teaching and training skills.
This position has also provided him with opportunities to speak and write extensively on conflict resolution, negotiation and communication as a whole.
Johan van Veen
Language/s: Dutch, German, English, French
Johan graduated in Biology and Biotechnology and worked for multinational companies in European sales management for 12 years, before setting up his own consultancy.
Johan has an extensive understanding of the different European business cultures. He specialises in facilitating expert negotiation workshops and implementation processes to assist international organisations to dramatically improve their selling skills – and results.
This is achieved by assisting clients with detailed preparation prior to major negotiations and continuing with structured assistance during negotiations.
Johan's goals are to increase the overall negotiation skills of clients, to improve their sales efficiency, to shorten their sales cycles, and thereby to increase their sales.
Sjaak van Vliet
Language/s: Dutch, German, English
Sjaak has over 20 years' influencing and negotiation experience and has been a leader within Europe working with many large organisations in both the public and private sectors.
A skilled negotiator, Sjaak offers advice on planning negotiation strategies and negotiation conduct. He also prepares negotiation teams and facilitates conflict resolution projects.
By profession a biologist, Sjaak began working as a scientist for the GTZ in West Africa. He then took on the role of Intercultural Management Consultant with an international NGO based in the Netherlands. As a Business Development Manager for Asia & the Pacific he was successful in expanding growth in the area and tripling revenue in 3 years time. During this period he worked intensively with senior public service managers in Australia, India, Indonesia, Malaysia and Thailand.
He joined ENS in 1995 and started building up its activities in Germany, where ENS now enjoys wide coverage, especially in the pharmaceutical and health sector and in the information technology industry. He is currently based in Berlin and is Adjunct Professor for negotiation skills with the University of Potsdam.