For many years, Tom struggled to understand why suppliers, particularly marketing services agencies and professional services companies, seemed to believe that they had very little power when negotiating with professional procurement teams in clients. Kinnaird Negotiation was founded on a simple premise – take Tom’s deep experience and understanding of procurement processes, practices and tactics, harness the best of academic thinking and evidence-based research in negotiation and combine it with hard-earned real-world experience and pragmatic application.

We’ve created a highly tailored and personalised approach to negotiation training and coaching, designed to deliver consistently successful outcomes in an increasingly procurement-focused commercial world. We tailor training programmes to the learning outcomes that our clients want to achieve. We help put in place processes, tools and approaches that allows new learning to take root.