Effective negotiation in an evolving landscape– Simon Kelland, Scotwork

In this episode of the Defence Connect Podcast, Simon Kelland, partner and principal consultant, Scotwork, joins host Phil Tarrant to offer tips for stakeholders negotiating defence deals amid industry disruption. Drawing from years of experience in the sector, Kelland explains how recent disruptions, particularly the COVID-19 pandemic, have changed attitudes towards the negotiation process, providing opportunities for SMEs to leverage technology to their advantage. Kelland outlines techniques available to stakeholders looking to renegotiate a deal no longer suited to their business’ circumstances. The consultant also explains why flexibility is critical, explaining how stakeholders can be better prepared to manage unexpected changes to a contractual arrangement. Enjoy the podcast, The Defence Connect team