MEET THE TEAM

Take a closer look at Scotwork’s people. Experts, not trainers. Real-world negotiators, not professors. Able to coach and advise young professionals and CEO's alike. From all walks of life, with plenty of battle scars, but united by a love of the rough and tumble of deal-making, and the joy of delivering breakthrough performance in others.

We have coached over 200,000 senior managers in 24 languages. We have grown into the world’s number one independent negotiation consultancy, operating in 40 countries.

Simon Letchford

Managing Director

Simon manages Scotwork’s North American business and is a Partner in Scotwork's Australian business. He brings over 20 years of international negotiating and executive leadership experience within the IT, health, retail, defense and professional services markets. Prior to joining the North American team in 2010, Simon spent three years running Scotwork's Australian business, delivering significant growth through the global financial crisis.

Before his commencement with Scotwork, Simon acted as founder and Managing Director of Cirrus Real Time Processing Systems, a highly successful Australian defense company as well as the NSW President of the Australian Industry Defense Network. He was responsible for leading negotiations that determined federal government procurement policies covering billions of dollars of annual spend.

He lives in New York City with his wife and two daughters.

Richard Waldrop

Senior Vice President

Rich joined Scotwork in 2002 and brings over 40 years of management and negotiation experience to his clients.

He transforms the negotiation performance of operations, sales and procurement teams and has experience in the manufacturing, oil, gas and chemical, pharmaceutical and medical device sectors. Rich’s services are keenly sought after by commercial organizations throughout the Middle East, Asia-Pac and Europe.

Rich is a member of three engineering associations — the APICS, ASHRAE and ASChE. He earned his Bachelor’s degree in Industrial Technology from East Carolina University, and is a retired Armor Sergeant Major from the New Jersey Army National Guard.

He lives in North Carolina with his wife, and has five beautiful children.

Violaine Galland

Negotiation Consultant

Violaine brings more than 20 years’ experience as a Wall Street executive and sales leader, working with top-tier financial institutions and specializing in trading systems, data management software and technology.

Prior to joining Scotwork, Violaine was responsible for effectively negotiating complex, multi-million dollar deals with stakeholders in Operation, IT, Business Users, Procurement and Legal at major financial institutions including The World Bank, Morgan Stanley and Deutsche Bank.

A native of Geneva, Switzerland, Violaine studied technology at Columbia University in New York City and learned negotiation by "doing it on the job."

Sandy Sbarra

Senior Vice President

Sandy brings a wealth of knowledge to his clients, derived from 20 years of professional procurement experience, coupled with 15 years as a senior negotiation consultant.

He joined Scotwork in March of 2001 and has since delivered expert skills training, coaching and negotiation advice to hundreds of executives and thousands of professionals. Sandy has expertise in health and medical, advertising, media, retail and professional service industries.

Prior to Scotwork, Sandy spent two decades leading procurement teams through large, complex supply chain contracts. 13 years were spent with M&M/Mars Corporation where he co-developed and delivered a negotiation program for their commercial negotiators.

Sandy holds a BA and an MBA in Management from Baruch (CUNY). He is married and lives with his wife on the Delaware shore.

Marty Finkle

CPT - Board Director

As an acting Board Director, Marty is a well-sought-after speaker, consultant and negotiation coach.

From 2005-2015, Marty ran Scotwork’s North American business and currently manages a blue-ribbon client list across telecommunications, retail, defense, pharmaceutical and retail sectors.

Before joining Scotwork in 2003, Marty held a range of sales and executive roles where he helped to dramatically increase revenue for firms including Lever Brothers, Franklin Quest, AT&T, General Mill, and Oxford Health Plans.

He received his Bachelors in Business Administration and Communication from Rochester Institute of Technology and earned his Master’s in Human Resource Education from Fordham University. He is one of fewer than 1,000 Certified Performance Technologists worldwide.

Marty lives in South Orange New Jersey with his partner, and has two daughters.

Brian Buck

Negotiation Consultant

As an entrepreneur, business owner, and Fortune 500 business executive, Brian has spent his career building winning teams and driving successful companies.

Brian has spent the last 20 years within the marketing and advertising industry developing successful consumer engagement marketing strategies for trusted brands such as Google, Amazon, Samsung, Virgin Mobile, Microsoft and Sony.

Brian is a reliable and conscientious executive who specializes in turnarounds, accelerating performance, and driving efficiencies/productivity improvements. In the end, he loves a good challenge, working with passionate people, and doing work that matters to all those involved.

Brian holds a BSBA and an MBA from the Anderson School at UCLA. He lives in Southern California with his wife and two daughters.

Ananda Laberge

Negotiation Consultant

Ananda brings an impressive career that has spanned sales leadership, team management and negotiation.

As a healthcare industry specialist for two decades, Ananda understands the industry’s complexities and the keys to effective negotiation, having worked in pharmaceuticals (Pfizer), healthcare IT (Eclipsys), supply chain (GHX), and diagnostics (Abbott Laboratories).

Her negotiation expertise also comes from a deep understanding of cultural sensitivity, having lived and worked extensively out of the country. Ananda is fluent in Spanish, her native language. She is also a former All-American high school and college swimmer and earned her Bachelor's in Spanish Literature and History from the University of California at San Diego.

Ananda is married, has two daughters and lives in the San Francisco Bay area.

Gaëtan Pellerin

Negotiation Consultant

Gaëtan is a sales & marketing executive with over 30 years of experience in negotiation and process improvement. Having negotiated multi-million dollar contracts in Japan, China, Thailand, Belgium, Sweden, and Canada, he has true global experience.

Prior to Scotwork, Gaëtan held senior roles in multi-national companies and also acted as Chief Technologist in nuclear medicine at the Notre Dame Hospital in Montreal, Canada.

He has a B.Sc. degree from University of Montreal and a MBA from University of Sherbrooke. He is also a certified Integral Executive Coach. Gaetan has been awarded a US Immigration O-1 Visa for extraordinary abilities in the field of coaching in negotiation. Originally from Montreal, Canada, he now lives in Carlsbad, California. He has two grown sons and is fluently bilingual in French and English.

Jill Campen

Negotiation Consultant

Jill brings over 20 years of experience in negotiation and sales strategies, leadership effectiveness and cultural transformation.

She has worked within many of the world’s leading organizations including Pebble Beach Resorts, Microsoft, Tupperware, Walt Disney and The Ritz Carlton Hotel Company, transforming the performance of individuals and teams alike.

Working with more than 15,000 professionals around the globe during her career, she has helped executives and their teams navigate the negotiation landscape with their staff, clients and suppliers. Her experience spans across medical, retail, banking, luxury hotels and education sectors.

Jill has worked with both Spanish and German translators to conduct multi-national training sessions. She holds a Bachelor's in Psychology and Business from UCLA, and lives in Columbus, Ohio with her husband and son.

Julie Shen

Negotiation Consultant

Julie began her career in the travel industry where she managed the sales team for Global TMC, increasing annual revenues from $50 million to $375 million.

With a growing enthusiasm for the learning and development of business leaders, Julie transitioned into training and consulting where she spent 23 years working within healthcare, bio-tech, hospitality, hi-tech and telecommunications. During this time, Julie trained and coached executives and managers from many of the largest firms in the U.S., Europe, Asia and the Middle East.

She stresses communication skills and brings passion, a direct style and commitment to her clients.

Julie lives in Los Angeles CA.

Jerry Langlois

Negotiation Consultant

With more than 25 years’ experience as a sales executive, learning and development specialist, entrepreneur and business owner, Jerry brings a wealth of knowledge to every client engagement.

Prior to joining Scotwork, Jerry facilitated training for the entire staff of hiring managers at Merrill Lynch, dramatically increasing their performance and showing them how to cut to the chase.

He has experience negotiating multi-million dollar deals, and has worked with clients including JP Morgan, Marriott Corp, Ford Motor Co, Blue Cross Blue Shield, and Liz Claiborne.

He earned his Bachelor's in Economics at Fairleigh Dickinson University and served on the Board of the Northern New Jersey chapter of the American Society for Training and Development.

Jerry resides in Houston, Texas with his two teenage daughters.

John Leehman

Negotiation Consultant

John has been an entrepreneur for four decades, building nationally recognized companies in the construction, fashion, health & wellness and consumer products industries. He brings this wealth of negotiation and management experience to transform the performance of his clients.

John is a graduate of the OPM Program at the Harvard Business School and served as a Governor’s Delegate to the White House Conference on Small Business (1995). John’s businesses have been recognized by several prestigious business awards, with INC. Magazine recognizing him as the leader of “one of the best small companies in America to work for.”

In his free time, John is a VHSL certified soccer referee. He lives in Blacksburg, Virginia with his wife, Sandy.

Latest Blog:

(Not) The World's Favorite Airline

The United Kingdom’s flagship carrier has been British Airways since the merger of British European Airways (BEA) and British Overseas Airways Corporation (BOAC) in 1974. It has had a few ups and downs. In the 70's and early 80's, its reputation was patchy but from the mid-1980's for possibly the next ten to fifteen years, the airline became a genuine contender for the accolade “Best Airline in the World”. Indeed, one of its advertising straplines from the time was the “World’s Favorite Airline”.

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