At Vantage, dedicated and talented leadership is part of our reputation. Our partners have deep and varied functional and industry expertise and are committed to excellence. Our success is a direct result of our ability to solve problems and drive results.
Danny Ertel is a founding partner of Vantage Partners. He has worked with leading law firms, audit and accounting firms, management consulting firms, actuarial firms, and outsourcing services providers to develop fee and scope negotiation and renegotiation strategies, to build their own processes and skills to execute those strategies, and as a coach to teams preparing for difficult negotiations.
Prior to co-founding Vantage Partners, Danny was a Principal at Conflict Management Inc. and a Senior Researcher at the Harvard Negotiation Project, where he focused on the settlement of litigation and on the design of alternative dispute resolution procedures. Danny’s first book, Beyond Arbitration: Designing Alternatives to Securities Litigation (with Ralph Ferrara) was selected by the CPR Legal Program as the winner of its 1992 Book Award. Danny has also taught negotiation at the University of Toronto Law Faculty, practiced law with Debevoise & Plimpton, and served as a law clerk to the Hon. Justice Harry A. Blackmun of the U.S. Supreme Court and to the Hon. Patricia M. Wald of the U.S. Court of Appeals for the DC Circuit.
Danny is the co-author, with Roger Fisher, of Getting Ready to Negotiate (1995) and with Mark Gordon, of The Point of the Deal: How to Negotiate when Yes is not Enough, selected as the winner of the 2007 Book Award by the International Institute for Conflict Prevention and Resolution. Danny has written for and has been quoted in the Harvard Business Review, the Sloan Management Review, the Economist, the National Law Journal, and the ACC Docket among others.
Danny is a magna cum laude graduate of Harvard College and Harvard Law School, where he was Managing Editor of the Harvard Law Review.
Mark Gordon is a founding partner of Vantage Partners. For many years, he had been the Senior Advisor to the Harvard Negotiation Project at Harvard Law School. As an expert in negotiation and relationship management, he has worked with leading companies across a range of industries including financial services, energy, media and entertainment, healthcare, pharmaceuticals and medical devices, information technology, manufacturing, and telecommunications. He works with clients to help develop and implement strategies for maximizing the value from both intra-organizational collaboration and relationships with customers, alliance partners, and suppliers.
Mark has worked on every continent except for Antarctica (where he has yet to find a paying client), and much of his work focuses on helping clients establish, manage, and grow strategic customer relationships. Having worked across all Vantage practice areas, his work has ranged from advising clients on significant strategic negotiations to helping clients systematize negotiation and relationship management as key business processes, create key account management strategies, structure and launch new alliances, and transform their approaches to managing key suppliers as business partners rather than simply as vendors.
In addition to his work at Vantage Partners, Mark was a co-founder and former Chairman of Conflict Management Group, a 501(c)(3) non-profit organization focused on disputes of international public concern. In 2004, CMG was merged into Mercy Corps, a worldwide humanitarian development and relief organization where Mark serves on the Board of Directors. In his more than twenty years of experience in the public sector, Mark has worked with President Ortega of Nicaragua on negotiations between the Sandinistas and Contras, President Duarte of El Salvador on negotiations between the Government and the FMLN, and the PLO negotiation support group reporting to Yasser Arafat and then to Abu Masin. In addition, he has worked with the ANC in South Africa on the constitutional negotiations led by Cyril Rhamaphosa and Roelf Meyer, taught at the NATO Defense College in Rome, and conducted training for numerous foreign ministries around the world.
Prior to founding Vantage Partners, Mark practiced law as a corporate attorney with the firm of Cravath, Swaine & Moore in New York, worked for the U. S. State Department’s Arms Control and Disarmament Agency on U.S.-Soviet strategic arms reduction negotiations, the Democratic National Committee, Senator Hubert Humphrey, and Ralph Nader, and taught at the University of Stockholm.
Mark is the co-author of Vantage cross-industry studies on the Value of Pricing Discipline, on Negotiating and Managing Key Supplier Relationships, and on Customer-Supplier Negotiations. He is a frequent speaker on negotiation, alliance strategy, and relationship management, and has written for a variety of publications, including the Harvard Business Review and Harvard Communication Update. Mark has also appeared as a negotiation expert on MSNBC, and co-authored a book on negotiation, The Point of the Deal, published by Harvard Business School Publishing, which received the Outstanding Book of the Year Award from the International Institute for Conflict Prevention & Resolution.
Jonathan Hughes is a partner at Vantage Partners, where his practice focuses on business strategy and organizational transformation. He has worked with leading companies and state owned enterprises across a range of industries in North and South America, Europe, Asia, Australia, and Africa, with particular focus on developing and implementing new strategies that leverage enhanced collaboration – across internal organizational boundaries, and with external business partners.
Prior to joining Vantage Partners, Mr. Hughes was a Senior Analyst at Putnam, Hayes, & Bartlett where he provided litigation strategy and management consulting advice to clients.
Jonathan has published multiple articles in both the Harvard Business Review and Supply Chain Management Review, as well as articles in Global Business and Organizational Excellence, Journal of Strategic Alliances, Supply Chain Asia Magazine, CIO Magazine, Supply Chain Strategy, and The Outsourcing Journal.
Mr. Hughes is a frequent keynote speaker at industry conferences, and has been a guest lecturer at the Fuqua School of Business at Duke University, the Darden School of Business at the University of Virginia, the Wharton School of Business at the University of Pennsylvania, and the Advanced Program of Instruction for Lawyers at Harvard Law School.
Outside the corporate arena, Jonathan is currently leading an initiative with the Office for the Coordination of Humanitarian Assistance (OCHA) at the United Nations, to develop and implement a strategy for partnerships with private sector companies.
Jonathan Hughes is a graduate of Harvard University.
Stuart Kliman is a founder and Partner of Vantage Partners. Stuart works with his clients to help them maximize the value they get out of key, complex relationships. Stuart is a frequent speaker and writer on issues of negotiation and relationship management. He is a co-author of Vantage’s study on Alliance Management and he has written numerous publications. In addition to his work at Vantage Partners, Stuart has taught at the Harvard Program on Negotiation.
Stuart is a graduate of Franklin and Marshall College and Harvard Law School and is a member of the Maryland Bar. He has two children, Jessica and Max.
Elizabeth Rayer, Ph.D. is a Partner at Vantage Partners. She brings expertise in negotiation, influence, change management, organizational development and instructional design. Liz’s work has been heavily concentrated on enabling organizations across various industries to have a sustainable, positive impact on their bottom line by more strategically and effectively working with, and managing relationships with, internal and external stakeholders. Liz’s work has ranged from designing and implementing organizational wide change initiatives, to designing large-scale learning and skill development programs. Recent clients include Anglo American, GE Energy, IBM, Merck, Microsoft, Novartis, Procter & Gamble, Southern California Edison, and USAA.
Prior to joining Vantage Partners, Liz was the CEO of BPYI, Inc., a health and wellness company, where she led the company to increased, sustainable growth by developing profitable partnerships both domestically and internationally. Before that, as Managing Principal of Elevation Strategies, she consulted to organizations on relationship management, leadership, and operational effectiveness issues. In this role, one of her major engagements was designing and implementing a negotiation strategy for the sales force of Pepsi USA. Additional positions Liz has held include Chief Knowledge Officer for Thinking Sun, Inc., a consultant with DBM, and Adjunct Professor of Psychology at St. Joseph’s University in Philadelphia.
Liz earned her Ph.D. in Psychoeducational Processes from Temple University. Her focus and dissertation were in the field of organizational development and adult learning.
Ben Siddall is a Partner at Vantage Partners. Ben works with sales organizations to achieve breakthrough results by collaborating with their customers to identify and deliver new forms of value; defining relationship management and account governance processes; and negotiating more creative and effective agreements.
Ben works with sales organizations in numerous sectors, with a particular emphasis on pharmaceutical, IT, manufacturing, and professional services. His engagements regularly include working with sales leadership teams to define game-changing macro negotiation strategies; develop and implement cross-selling, joint solution development, and internal collaboration processes; and build account and relationship management tools (especially for large/complex accounts). He also coaches and advises individual sales teams on high-value customer negotiations and on remediating troubled customer relationships.
Ben has contributed to a number of Vantage publications, including Vantage’s “Customer-Supplier Negotiation Study,” “Extreme Negotiations with Customers,” and “Managing Outsourcing Relationships to Maximize Value: Evolving Relationship Management Practices.” He also has spoken at conferences and events on topics including managing complex negotiations, defending value during the sales process, negotiating professional service fees and scope, and conducting effective pharmaceutical market access negotiations.
Prior to joining Vantage, Ben led business development and partnership outreach at a startup technology company in Boston, Massachusetts. He began his career as a commercial litigator for Covington & Burling in Washington, D.C. and has also worked as an economic consultant, helping companies and governments assess regulated industry pricing and manage complex risks. Ben received his JD cum laude from Georgetown University Law Center and his B.A. magna cum laude in political science from Boston University.
Jessica Wadd is a Partner at Vantage Partners. She brings to her work with clients expertise in strategic sourcing, negotiation, supplier relationship management, change management, and strategic alliances. Jessica’s work has primarily focused in two areas: (1) guiding companies through the process of procurement and supply chain transformation, and (2) deep intervention in specific supplier and partner relationships to either turn them around, or to uncover and capitalize on new value creation opportunities. Clients she has worked extensively with include Merck & Co, Procter & Gamble, Takeda, Applied Materials, Equifax, Bayer Schering Pharma, OCHA (an agency of the UN), and USAA.
Jessica is co-author of several research studies, including Vantage’s “Customer-Supplier Negotiation Study” and “Value Delivered by Strategic Supplier Relationship Management in Major Organisations”, as well as a number of articles on supplier relationship management and alliance management.
Prior to joining Vantage, Jessica was a strategic relationship manager at Lincoln Financial Group where her responsibilities included negotiating and managing several of the company’s most critical alliances. Jessica holds an MSc in Behavioral Economics from the University of Nottingham as well as BAs in both English and Economics from Bryn Mawr College.