Brian Wilkinson Email & Phone Number

Hartford, Gb

Europe

In this position I was accountable for leading the contracting strategy and client negotiations on global large deals above $100m.I successfully led negotiations to secure strategically important, multi service line, complex global deals in Nordics, the U.K. and France worth in excess of $500M.

In this position:I was accountable for directing £100M+ deal negotiations - shaping the pricing, payment mechanism and commercial terms; reporting to the board on the progress of deals and securing approvals.Some of my key achievements:• Led negotiations with a US contractor on a £200m defence training and equipment maintenance service for the Royal Navy.• Directed deal-shaping activity on £30m+ of design and training delivery programmes for the department for education.• Secured a £40m+ contract with the NHS for digital services.

In my past role:I led commercial activity across one of Capita’s largest divisions with £1.1Bn annual turnover during a time of significant organisational change. I managed a team of legal and commercial professionals, sat on the divisional management board, managed bids and resolved complex commercial disputes.Some of my key achievements:• Restructured the commercial team in accordance with capita’s corporate change programme that saved 30% of costs through increased efficiency and process re-engineering.• Delivered maximum business outcomes for both Capita and a client by drafting an ‘exit-deal’ to solve a complex dispute and exit a loss-making services contract that optimised cashflow for the Group.

London And Berlin

In my past role:I devised and incorporated commercial win strategies and delivered exceptional leadership in commercial dialogue with clients on strategic deals. Some of my key achievements:As International Commercial Director for Strategic Deals in the DACH region:• Bid and won a unique German market first €250M transformational customer care outsourcing service.• Recognised for securing third party funding through an off balance-sheet receivables financing arrangement along with key international supply chain agreements in Germany, Bulgaria, and Argentina.• Devised, introduced, and incorporated an outcome-based pricing model not seen in the German market before.• Led all commercial, legal, and financial dialogue with the client over 10-months of negotiation.As Commercial lead for the Capita Group on the successful bid to secure the £325M+ Scottish Wide Area Network (SWAN) contract:• Introduced and utilised a win-lab process to produce a winning commercial strategy and defeat the two incumbent bidders.• Managed significant challenges in all legal, financial, and commercial sections of the proposal; outscoring the opposition in all areas within my control and securing the business at a healthy profit margin.• Directed the overall commercial, legal, and financial dialogue sessions with the client over 12 months.

In my past role:I served as divisional commercial director for one of CGI’s largest divisions with circa £350M annual turn-over and deputised for the managing director in his absence. I led a team of commercial and procurement professionals and managed the overall bid management function.Some of my key achievements:• Built strong relationships with key personnel in the client base, securing a £40M contract extension with an electricity services company and representing the wider group in securing a 15-year global projects agreement (led negotiations in the UK, Luxembourg and Italy) with a major Telco.• Credited with resolving a dispute with a major client and recovering a loss-making contract back to profitability that resulted in a £5M in-year profit upside for my division.• Acknowledged for negotiating a number of SMART energy/utility transactions.• Uncovered and secured new business opportunities by authoring a business case for a new line of business (Retail) and directing activity to recruit key roles, formulating and executing the go-to-market strategy and landing our first clients.• Planned, implemented and successfully completed a business acquisition project within the agreed budget and timeframe.• Chaired my division’s Bid Board to qualify, analyse and approve all large divisional bids and achieved a bid win-rate of over 80%.

Bachelor Of Arts (B.A.), Military History

Education record