Our Business
Our story
Founded in 1997 by negotiation guru, entrepreneur and author Steve Gates, The Gap Partnership is now the world's leading management consultancy specialising in negotiation.
Steve's first office may have been a humble garden shed, but he had an ambitious vision. He had identified a gap in the market for high quality negotiation solutions, and knew that his own passion and expertise for this life-changing commercial skill could fill that space. So Steve left his successful career in retail and set up The Gap Partnership.
It was in those early days that Steve wrote what is still considered one of the most effective and intelligent behaviour change training programs in the world, The Complete Skilled Negotiator. We now deliver this program to more than 10,000 people across the world, every single year.
The Gap Partnership works with some of the world’s biggest companies, influencing their profitability and market value. From our offices across Europe, Asia Pacific, the Americas and South Africa, we provide personalised, blended negotiation solutions for each of our clients. Our people are as passionate about negotiation as Steve was when he started the company. And we are proud of our guarantee of quality, consistency and ROI.
We are a long way from the garden shed in which we began. But we have never deviated from our founder's vision: that negotiation has the power to change not just commercial outcomes and careers, but even lives.
Business vision
Our vision is to lead the world of negotiation. We want our clients to excel as a result of their partnership with us. To deliver that, we continue to learn, research and innovate to drive our unrivalled expertise in all aspects of negotiation. We harness technology to ensure we have the widest range of pioneering negotiation solutions available. We continue to find new ways to make this a great place to work for our talented people. And we build on the work we do with local communities to help young people realise their potential.
Corporate social responsibility
Our purpose is to enable people to reach their potential. We work with global and local charities that give teenagers and young adults opportunities to realise their goals. Recently we partnered with a Mexican charity to provide scholarships for children who would otherwise have had to leave school. To find out more, watch our short film. We are proud of our bronze EcoVadis medal which recognises the work we do to improve our sustainability.
Graham Botwright
Chief Executive Officer
Graham joined TGP as a founding partner in 2002. Since then he’s supported hundreds of clients from a broad range of sectors around the world on their most sensitive and complex negotiations. Graham has been central to our business through the development of the quality of our people, proposition and service. He is fascinated by the art of negotiation and the psychology of two parties attempting to grow a relationship while having differing, and sometimes opposing, interests. Graham lives in the UK and is married to Carmel. His hobbies are competitive backgammon, amateur photography and mountain biking.
Rachael Langley
Chief People Officer
Rachael joined TGP in June 2013 to lead our people agenda and implement associated strategies that support our ambitious growth plans across EMEA, Asia and the Americas. Her love of traveling and developing teams has been a constant theme throughout her career and she has held a number of international roles for global organizations such as Avon Cosmetics, easyJet and E.ON. Of these, perhaps her favorite led her to live in the Philippines where she implemented a sales capability program across Asia Pacific. Now back in the UK, Rachael lives in St Albans where she enjoys spending weekends with her husband and son.
Steve Gates
Founder and Executive Chairman
Steve founded The Gap Partnership in 1997, and since then has built the business to become the world’s leading management consultancy specializing in negotiation. His understanding of negotiation process, strategy, tactics, behaviors and psychology has enabled his team to shape and mold the most effective negotiation solutions in the world. The author of The Negotiation Book and numerous articles on the subject of negotiation, Steve is passionate about sharing his knowledge and empowering negotiators the world over.In his spare time, Steve is a keen sailor and enjoys spending time at sea with his wife, family and friends.
Ann Marie Costelloe
Chief Commercial Officer
After two decades working in advertising, Ann Marie joined The Gap Partnership in 2015 as its first head of brand and community. During her tenure she overhauled the brand, created online community The Negotiation Society, and invented The Negotiators, a virtual and scalable competition. Ann Marie was then promoted to Chief Strategy Officer with responsibility for setting the strategic direction of the business and ensuring initiatives at all levels were aligned with it. In September 2023, Ann Marie became Chief Commercial Officer. Her primary focus is now on driving revenue generation, business growth, and profitability. Outside of work Ann Marie is kept busy ferrying around her three sporty children and perfecting the art of the ultimate home-poured gin and tonic.
Pia Costea
Chief Operating Officer
Pia joined The Gap Partnership as Chief Operating Officer in September 2023 from Dentsu International, a global marketing holding company. In her time at Dentsu, Pia held leadership roles in operations, strategy and transformation in both EMEA and the global organization. Before that, Pia was at the forefront of some of the most challenging and disrupting times in the music industry, leading transformation and operations for EMI Music Publishing and Sony ATV. Pia’s mantra in business and life is progress not perfection. Originally from Spain, Pia has lived and worked in Denmark, The Netherlands, Germany and the UK. She recently relocated to London with her husband and daughters and is excited to settle in and enjoy life.
Billy Scanlan
Chief Financial Officer
Billy joined The Gap Partnership as Chief Financial Officer in January 2024, bringing senior finance experience from private equity-backed firms. In his previous role as CFO of The Marketing Practice he oversaw the acquisition of five businesses in 18 months, establishing market leadership in B2B marketing. Prior to that Billy contributed to growing and exiting ventures across industry sectors including retail and utilities.
Originally from Scotland, Billy now resides in the south of England with his young family. His role as a father takes up most of his time these days, diverting attention from other interests such as rugby, distance running and cycling.
Lance Ward
Managing Partner, Americas
Lance’s diverse background spans from working for consulting firms, such as McKinsey and Arthur Andersen, to owning and selling his own business. Prior to his current role, Lance led retail, specialty, and consulting practices for the Americas, working with numerous Fortune 500 organizations, delivering capability development and strategic planning. As senior partner, Lance is responsible for the development and execution of the Americas’ strategy. Lance enables the sales and delivery teams to partner with our clients to ensure success on their most strategic initiatives.
Emma Weare
Global Head of Brand and Marketing
Emma worked in advertising for two decades, creating strategy and campaigns for brands such as British Airways, Axe and Whitbread. She joined The Gap Partnership in 2015, initially to support a global rebrand, but then as the second member of the newly-formed marketing department. Emma now heads up brand and marketing globally, leading a specialist team with a broad remit that includes digital, social, content, events, product innovation, market research and thought leadership. Emma also works with social business Debate Mate, one of The Gap Partnership’s CSR partners. Outside of work, Emma enjoys swimming and yoga, and hanging out with her family, her dog and her friends.
Graham Stimpson
Managing Partner, Excellence
Graham spent two decades working in the world of consumer goods, where he led sales teams and partnered with Europe’s leading grocery retailers and food service providers. He first encountered The Gap Partnership as a client and delegate on The Complete Skilled Negotiator, and now heads up our global sales proposition. A love of live music across many genres keeps him busy and a birthday present of guitar lessons from his wife means he can now often be heard trying to perform in open mike nights.
Carol Loftus
Americas Regional Delivery Lead
Before joining The Gap Partnership, Carol spent over 12 years as a specialist in the healthcare industry, working with companies such as Novo Nordisk and Amgen, expanding patient access through strategic contract negotiations. At The Gap Partnership, Carol leads the negotiation capabilities team for the Americas region, where clients' evolving needs are addressed by effective commercial negotiation teams, equipped with the skills and strategies necessary in a complex marketplace. Outside of work, Carol and her husband share a passion for endurance sports and the outdoors. They enjoy adventure and active pursuits, often accompanied by their beloved animals.
Kevin Lecompte
Global Head of Enterprise Tools
Kevin has 30 years’ management consultancy experience across strategy development and advisory services in Big 5 and boutique Consultancies. He joined The Gap Partnership in 2012 leading the global consultancy division, responsible for the development of the negotiation culture program to deliver a step change to client businesses, delivering value-enhancing strategies and executing negotiations across the globe. As a Senior Partner he is now driving TGP’s Enterprise solutions and in his spare time, Kevin is helping out with the family farm and continuously trying to keep in touch with his three sons on the tennis court and golf course.
Darci Horne
Partner
Darci joined The Gap Partnership in 2017, bringing extensive management consulting, business development, strategy, and leadership experience from global consulting, biotech, and life sciences firms. She applies her negotiation and strategy consulting expertise across industries, developing negotiation capability and providing consulting and advisory support on client-specific negotiation challenges. In her role leading our global pharma strategy, Darci combines her passion for strategic consulting with her science and healthcare background. Outside of work, Darci and her husband love to travel and spend their free time working on behalf of their non-profit in their local community and internationally.
Rob Bedwell
Global Head of Solutions
Rob joined the Gap Partnership in 2010. Prior to that, he designed flight simulators, worked for Dyson, and set up RS Components in Japan. Rob led a team of 55 expert advisors for UKTI, helping companies export to China, Japan, Iran, and the USA. At times of shortage, Rob sourced, priced, and negotiated over 100,000 electronic SKU's from around the world. Outside of work, Rob loves living in the fast lane, and has raced yachts in Japan, coming 3rd in the Race of Champions support program in 2008.
Lucia Roccatagliata
Head of Asia
Lucia joined The Gap Partnership after 15 years in banking and financial markets. Her extensive multicultural and multiregional expertise stems from living and working in Argentina, Switzerland, Spain, and The Netherlands. Prior to joining The Gap Partnership, she directed regional practices, overseeing strategic initiatives and driving expansion across Latin America and Europe. As Head of Asia, Lucia focuses on fostering growth and enhancing regional presence, providing strategic support to our teams and clients. Originally from Argentina, she now resides in Singapore with her husband. Outside of work, Lucia enjoys outdoor sports, exploring new cultures, and traveling, reflecting her passion for discovering new experiences.
Graham joined TGP as a founding partner in 2002. Since then he’s supported hundreds of clients from a broad range of sectors around the world on their most sensitive and complex negotiations. Graham has been central to our business through the development of the quality of our people, proposition and service. He is fascinated by the art of negotiation and the psychology of two parties attempting to grow a relationship while having differing, and sometimes opposing, interests. Graham lives in the UK and is married to Carmel. His hobbies are competitive backgammon, amateur photography and mountain biking.
Rachael joined TGP in June 2013 to lead our people agenda and implement associated strategies that support our ambitious growth plans across EMEA, Asia and the Americas. Her love of traveling and developing teams has been a constant theme throughout her career and she has held a number of international roles for global organizations such as Avon Cosmetics, easyJet and E.ON. Of these, perhaps her favorite led her to live in the Philippines where she implemented a sales capability program across Asia Pacific. Now back in the UK, Rachael lives in St Albans where she enjoys spending weekends with her husband and son.
Steve founded The Gap Partnership in 1997, and since then has built the business to become the world’s leading management consultancy specializing in negotiation. His understanding of negotiation process, strategy, tactics, behaviors and psychology has enabled his team to shape and mold the most effective negotiation solutions in the world. The author of The Negotiation Book and numerous articles on the subject of negotiation, Steve is passionate about sharing his knowledge and empowering negotiators the world over.In his spare time, Steve is a keen sailor and enjoys spending time at sea with his wife, family and friends.
After two decades working in advertising, Ann Marie joined The Gap Partnership in 2015 as its first head of brand and community. During her tenure she overhauled the brand, created online community The Negotiation Society, and invented The Negotiators, a virtual and scalable competition. Ann Marie was then promoted to Chief Strategy Officer with responsibility for setting the strategic direction of the business and ensuring initiatives at all levels were aligned with it. In September 2023, Ann Marie became Chief Commercial Officer. Her primary focus is now on driving revenue generation, business growth, and profitability. Outside of work Ann Marie is kept busy ferrying around her three sporty children and perfecting the art of the ultimate home-poured gin and tonic.
Pia joined The Gap Partnership as Chief Operating Officer in September 2023 from Dentsu International, a global marketing holding company. In her time at Dentsu, Pia held leadership roles in operations, strategy and transformation in both EMEA and the global organization. Before that, Pia was at the forefront of some of the most challenging and disrupting times in the music industry, leading transformation and operations for EMI Music Publishing and Sony ATV. Pia’s mantra in business and life is progress not perfection. Originally from Spain, Pia has lived and worked in Denmark, The Netherlands, Germany and the UK. She recently relocated to London with her husband and daughters and is excited to settle in and enjoy life.
Billy joined The Gap Partnership as Chief Financial Officer in January 2024, bringing senior finance experience from private equity-backed firms. In his previous role as CFO of The Marketing Practice he oversaw the acquisition of five businesses in 18 months, establishing market leadership in B2B marketing. Prior to that Billy contributed to growing and exiting ventures across industry sectors including retail and utilities.
Originally from Scotland, Billy now resides in the south of England with his young family. His role as a father takes up most of his time these days, diverting attention from other interests such as rugby, distance running and cycling.
Lance’s diverse background spans from working for consulting firms, such as McKinsey and Arthur Andersen, to owning and selling his own business. Prior to his current role, Lance led retail, specialty, and consulting practices for the Americas, working with numerous Fortune 500 organizations, delivering capability development and strategic planning. As senior partner, Lance is responsible for the development and execution of the Americas’ strategy. Lance enables the sales and delivery teams to partner with our clients to ensure success on their most strategic initiatives.
Emma worked in advertising for two decades, creating strategy and campaigns for brands such as British Airways, Axe and Whitbread. She joined The Gap Partnership in 2015, initially to support a global rebrand, but then as the second member of the newly-formed marketing department. Emma now heads up brand and marketing globally, leading a specialist team with a broad remit that includes digital, social, content, events, product innovation, market research and thought leadership. Emma also works with social business Debate Mate, one of The Gap Partnership’s CSR partners. Outside of work, Emma enjoys swimming and yoga, and hanging out with her family, her dog and her friends.
Graham spent two decades working in the world of consumer goods, where he led sales teams and partnered with Europe’s leading grocery retailers and food service providers. He first encountered The Gap Partnership as a client and delegate on The Complete Skilled Negotiator, and now heads up our global sales proposition. A love of live music across many genres keeps him busy and a birthday present of guitar lessons from his wife means he can now often be heard trying to perform in open mike nights.
Before joining The Gap Partnership, Carol spent over 12 years as a specialist in the healthcare industry, working with companies such as Novo Nordisk and Amgen, expanding patient access through strategic contract negotiations. At The Gap Partnership, Carol leads the negotiation capabilities team for the Americas region, where clients' evolving needs are addressed by effective commercial negotiation teams, equipped with the skills and strategies necessary in a complex marketplace. Outside of work, Carol and her husband share a passion for endurance sports and the outdoors. They enjoy adventure and active pursuits, often accompanied by their beloved animals.
Kevin has 30 years’ management consultancy experience across strategy development and advisory services in Big 5 and boutique Consultancies. He joined The Gap Partnership in 2012 leading the global consultancy division, responsible for the development of the negotiation culture program to deliver a step change to client businesses, delivering value-enhancing strategies and executing negotiations across the globe. As a Senior Partner he is now driving TGP’s Enterprise solutions and in his spare time, Kevin is helping out with the family farm and continuously trying to keep in touch with his three sons on the tennis court and golf course.
Darci joined The Gap Partnership in 2017, bringing extensive management consulting, business development, strategy, and leadership experience from global consulting, biotech, and life sciences firms. She applies her negotiation and strategy consulting expertise across industries, developing negotiation capability and providing consulting and advisory support on client-specific negotiation challenges. In her role leading our global pharma strategy, Darci combines her passion for strategic consulting with her science and healthcare background. Outside of work, Darci and her husband love to travel and spend their free time working on behalf of their non-profit in their local community and internationally.
Rob joined the Gap Partnership in 2010. Prior to that, he designed flight simulators, worked for Dyson, and set up RS Components in Japan. Rob led a team of 55 expert advisors for UKTI, helping companies export to China, Japan, Iran, and the USA. At times of shortage, Rob sourced, priced, and negotiated over 100,000 electronic SKU's from around the world. Outside of work, Rob loves living in the fast lane, and has raced yachts in Japan, coming 3rd in the Race of Champions support program in 2008.
Lucia joined The Gap Partnership after 15 years in banking and financial markets. Her extensive multicultural and multiregional expertise stems from living and working in Argentina, Switzerland, Spain, and The Netherlands. Prior to joining The Gap Partnership, she directed regional practices, overseeing strategic initiatives and driving expansion across Latin America and Europe. As Head of Asia, Lucia focuses on fostering growth and enhancing regional presence, providing strategic support to our teams and clients. Originally from Argentina, she now resides in Singapore with her husband. Outside of work, Lucia enjoys outdoor sports, exploring new cultures, and traveling, reflecting her passion for discovering new experiences.