In a successful career in making deals as a lawyer over many years, I have been instrumental in getting deals done and in following through to manage the risks and opportunities in ongoing contracts and to react to the need for change. One of the greatest challenges can be to identify where people are really coming from. What do they really want? Can the different agendas of parties be aligned to realise a common purpose? This is the essence of partnering whether in a joint venture or in a PPP or complex outsourcing.
Clarity of strategy can be elusive in a politicised and multi-stakeholder environment but it is more than desirable if a plan is to be developed and executed on time and deliver real value. The strategy should recognise reality and anticipate stumbling blocks. This needs time to be made and experience harnessed to set things up well at the start.
Whether developing a new contract or managing an existing arrangement, the key is to identify risk, allocate it and manage it. In negotiating deals and helping to sort out disputes, I have over 30 years hands on experience in working this through.
COMMON SENSE NEGOTIATION
Negotiations can get stuck in pointless issues. Negotiating is about getting done what strategy requires. It is not about winning. It is about doing.
GETTING DEALS DONE
All of our skills and efforts should be focussed on the objective to achieve the desired outcome. Strategy, risk management and negotiation are tools to get worthwhile outcomes.
As well as advising clients, I have taken an active role in managing businesses. I have been a board member of two law firms, one headquartered in London, the other in Pittsburgh. I have set up and expanded a London office. I have set up and built major departments in various specialities. I have chaired multi disciplinary groups, helping to identify common purposes and break down silos.
I have worked on developing healthcare transactions and building the best delivery structures to get them done for many years and in many countries. Whilst the systems differ, the same basic risk models exist across borders and within them. I have a deep interest in working with clients and other professional advisers in improving the quality and infrastructure of health care.
At the heart of any transaction is its financing which may come from the public purse, from lenders or from equity investors or a mixture. Different agendas must be managed be they to secure healthcare delivery or revenue returns. I have worked on transactions financed in a variety of ways from very different sources.
I have advised boards and governments on the strategy of their healthcare plans and on specific deals. This from the point of the legal and commercials structures needed to get things done. I have been able to base my advice on many years’ appreciation of what markets expect (not just what they want) and on the parameters within which governments and other public bodies must operate.