Barry White: Partner
Negotiation Skills Expertise
Barry has spent over 35 years in customer facing negotiation roles in the Aerospace and Defence industries. He has negotiated extensively across the US and Europe including mergers and acquisitions, joint ventures and complex long-term sales agreements; building enduring relationships along the way, often during the most difficult negotiations.
Trained in Negotiation Consulting and Business Management
Starting with a BA(Hons) in Business Studies and Finance from Oxford Polytechnic (now Oxford Brookes University), Barry has always pursued continuous professional development including the TableForce negotiation programmes. He is a certified Advanced Professional of the International Association of Contract and Commercial Management (now World Commerce and Contracting)
Negotiation Career Highlights
Over his career Barry has concluded many high value deals and developed and run two very successful in-house training programmes at QinetiQ plc and Meggitt plc. During that time training others has become more satisfying than the younger deal junkie would have expected and the principle that ‘the relationship is everything’ has been proven over and over again to achieve a balanced and fair outcome to a negotiation.
Meggitt PLC, SVP Commercial responsible for the global Commercial and Customer Service teams operating across 4 Divisions and 13 home jurisdictions. By the time an issue got to me to resolve it was usually very complex and emotions were running high with the customer and the Meggitt business unit. I satisfactorily concluded many negotiations with Collins, Pratt & witney Canada, Boeing Commercial and Defence, among others across the Aerospace industry; saving 10’s of millions of dollars and resetting the contractual relationship for the next twenty years.
QinetiQ PLC, Divisional Commercial Director leading and developing the Commercial team and concluding strategic and novel deals that broke market conventions. Concluded 3 acquisitors and one Joint Venture to fill capability gaps and/ or exit non-strategic capabilities. Negotiated a deal for the Empire Test Pilots School to deploy annually to Sweden to utilize 4th Generation Fighter Jets as a core component of their Graduate Course which is still going over 20 years later. This was a first cross border NATO deal ultimately requiring the approval of the King of Sweden.
BAE SYSTEMS PLC, finishing as Assistant Treasurer having started as a young graduate delivering aircraft to British Airways, then arranging sub-leases and senior financing and also acquiring a lease management company and a US Data Centre along the way.
Family and Interests
Barry lives in the UK outside of London with his wife Rhona and 2 cats! When not working he enjoys racing cars and once again playing field hockey and can be found relaxing in his garden around a BBQ with family and friends.
