Jan Potgieter is the
Founder & CEO of Jan Potgieter & Associates and the creator of
the JPA negotiation methodology which enables the new class of elite
business negotiators to immediately start saving time & money,
increasing their earnings and building mutually rewarding, long term
A leading proponent of a
best practice approach to negotiations, Jan has proven instrumental in
integrating an approach to negotiation that seeks to create a corporate
negotiation capability that provides demonstrable competitive
differentiation within international client organisations. After gaining
a thorough understanding of the client’s organisational reality, Jan is
able to bridge the gap between organisational imperatives and the
status quo by designing or redesigning a negotiation strategy supported
by processes that seamlessly integrate with the client organisation’s
existing sales, purchasing or executive infrastructure to immediately
unlock bottom line value.
Jan gained an MBA
specialising in Negotiation Skills under the leadership of Professor
Manie Spoelstra. A corporate architect, Jan’s entrepreneurial spirit was
ignited through the market need for a principle-centred, best practice
based, negotiation consulting and training approach that results in the
creation of an enduring organisational negotiation capability.
Jan is relentless in his
focus on creating rapid bottom line results together with strengthened
client relationships and market reputation. Jan began his career in the
financial services industry, serving as a Certified Financial Planner
and a Broker Consultant. Excelling in a number of different roles for
leading organisations, he consistently outperformed his growth
objectives. Throughout his career, he has exhibited a particular flair
for gaining a foothold in mature, competitive markets.
The next challenge for
Jan was the Information Technology (IT) sector. Starting off as a
District Sales Manager in the complex enterprise software application
environment, he soon graduated up the ranks to be named General Manager
and Public Sector Sales Director for a global systems integrator. As a
result of his corporate background, Jan managed to gain extensive
experience in both the private & public sector environments.
During his career in the
corporate sector, Jan consistently outperformed his growth objectives.
His negotiation skills and experience were shaped by the multi-million
dollar deals successfully closed and managed on a day to day basis. To
date, Jan has been involved in negotiating, or consulting to, commercial
deals totaling in excess of $ 5 billion.
Jan has conducted
assignments globally and has lived in Europe, America and Africa. He has
a particular interest in complex M&A and cross cultural
negotiations involving the deployment of teams for optimal value
creation and effectiveness. Jan brings a considerable specialisation in
applying strategic negotiation best practice to the executive domain. In
addition to conducting negotiation workshops all over the world (he has
delivered assignments in 58 countries to date), Jan regularly consults
to leading organisations internationally on negotiation strategies and
best practice processes.
Jan has significant
experience in high value, cross industry and cross cultural negotiations
which he has gained whilst on assignment with global organisations such
as Vodafone, Telefonica, Pfizer, IBM, Adidas, Macquarie Bank, RBS,
Network Rail, TFL, The NHS, Schlumberger, Victrex, Motorola, Nycomed,
Altana AG, The Hilton Group and others.
Currently writing his
first book on business negotiation, Jan enjoys frequent invitations to
speak at local and global seminars, and has lectured at universities and
business schools as far afield as Poland, Germany, Ireland and South
Jan has deployed
innovation as a key driver to the market positioning of Jan Potgieter
& Associates. To obtain different results from competitors, he
advocates that organisations must design and deploy innovative and
challenging strategies and supporting processes which serve to clearly
distinguish them from their competitors. He is passionate about
deploying constant innovation in the discipline of negotiation as a key
differentiator to unlock competitive advantage.
Founder and driver of
JPA's unique methodology, Jan has been formally recognized for his
innovative approach to delivering real business benefit. Jan is the
proud winner of the World of Learning Award for ‘Best Instructor Led
Training in the United Kingdom’ (Advanced Negotiation Training) 2004.