Focalpoint, was founded in 2000 by Steve Jones. It is a specialist negotiation consultancy working with a small number of high profile organisations in food and retail. We have worked with organisations as large as Tesco and Heinz and as small as niche internet retailers.
We focus on negotiation training emphasising skills transference and behavioural change. Increasingly, clients are asking us to offer hands-on and arm’s length advice for specific negotiations
Steve is one of the UK’s leading negotiation experts and frequently comments on BBC Radio and TV about negotiation issues. He was featured on Panorama commenting on Tesco’s negotiation approach and was also asked to comment on KFC‘s disastrous supply chain move to DHL. You can hear what he had to say about David Cameron’s EU negotiations and the performance of the Groceries Code Adjudicator (GCA)
Although he has wide personal negotiation experience, he specialises in delivering behavioural change. He is qualified in psychometrics – so he knows what drives people’s behaviour – particularly when they are under pressure. As a CEDR qualified mediator, he makes sure agreements are negotiated with the minimum of conflict while maintaining positive relationships.
For over 20 years Steve worked in senior buying and selling roles at board level for a variety of organisations. His roles involved handling budgets of up to £250m before setting up Focal Point Negotiation in 2000.
He personally negotiates contracts of all sizes on behalf of clients. These assignments range from mediating in small disputes to post merger supplier negotiations for global household names. Numerous senior executives have benefitted from his support in preparing for complex business-critical negotiations.
He is a visiting lecturer at Kent Business School. Steve also has a limited number of non-executive roles and he is a SFEDI recognised enterprise mentor.