Take a closer look at Scotwork’s people. Each of us has years of real-world negotiation under our belts. We come from all walks of life and all shades of business. We enjoy the rough and tumble of deal-making and helping others become high-achieving negotiators.

Robin Copland


My role in Scotwork involves running courses, train-the trainer programmes and auditing colleagues in their course delivery. I have a BA in economics and politics and a post-graduate diploma in accountancy from Strathclyde University.

I come from a sales background, firstly selling brands like Del Monte, Campbell’s and Nabisco to the grocery trade, then working in the hotel business, selling and marketing top-end brands like Gleneagles Hotel and the St Andrews Old Course Hotel to an international market.

I joined Scotwork in 1989, and became a Partner in 1994. I have worked with a broad range of clients in different market sectors. I am now a Director in Scotwork International and regularly contribute to the Scotwork blog.

Orla Howard

Consultant (UK & Ireland)

I am one of the UK and Irish team of consultants.

My background is in communications and media, working in senior management positions in Irish media organisations, before co-founding my own company KnowHow Media in Dublin in 2001. I sold KnowHow to London based international representation agency Mediaforce in 2005 and continued as Managing Director of Mediaforce Ireland until late 2010 leaving to return to education and complete an MSc in Sustainable Development.

I now divide my time as a negotiation tutor for Scotwork, and as a communications consultant to a group of clients.

Andrew Farquhar


Negotiation has dominated my working life; initially in the UK grocery sector on both the procurement and sales side of the industry before joining Scotwork in 1997. I began as a buyer at Wm Low and this eventually lead to my first people management role leading a team of buyers and their major negotiations. On the acquisition of Wm Low I joined Scottish Courage Brands working in national account management, internal sales operation and Director of Sales roles.

Since joining Scotwork I’ve been working with and advising clients in the media, financial, FMCG and luxury goods sectors on a series of UK and worldwide projects.

I am currently trying (and failing) to master Tennis, a new project for me.

John McCabe

Consultant (UK & Ireland)

I have been working as an associate with Scotwork since 1996. Before then I spent 18 years in Hong Kong, holding a number of senior management positions with one of HK’s leading companies, China Light & Power. With CLP I got my grounding in negotiating both in procurement with our suppliers and in selling our services externally.

I have worked with organisations in the UK, Ireland, Europe, the USA, South East Asia and China. These have included, oil gas and electricity, aviation and public transport, food processing, manufacturing and retail, pharmaceuticals and medical research, engineering and public sector and professional services.

I have my own consultancy which provides bespoke management initiatives for clients.

My major interests are music, travel and cooking.

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“When it comes to the qualifications we demand of our president, to start with, we need someone who will take the job seriously.” Michelle Obama. Don’t stop reading - this blog is not about Donald Trump. In the run up to the election of a new Labour Party Leader 4 years ago, the four candidates were invited by LBC radio to quiz each other. You can see the questions to Jeremy Corbyn here. There are two points of note. Firstly, when asked if he wants to be Prime Minister he ducks the question several times, instead referring to the ideological changes he wants to make within the Labour Party. Secondly when asked about his qualifications and experience to be leader of a major political party his answer is objectively underwhelming – before being an MP, he says, he had been a local councillor for 10 years. I don’t think it is difficult to relate those answers in 2015 to the current divided state of the Labour Party.

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