Project Commercial Director


James Guyan


Bristol-born, James established Guyan & Associates in August 2007. Disillusioned with the ‘bums-on-seats’ national agencies - the bigger they got, the more he rebelled – he was inspired to create a company that practised what it preached: solid principles, a strong brand and great relationships with clients and candidates.

An M&E Contracting Specialist, James has 16 years experience and prefers to work autonomously, with a small amount of niche clients, to ensure maximum focus. He covers the whole of the UK with a network spanning from Land’s End to John o’ Groats.

Prior to flying solo, James spent seven years working for the largest national agencies in the Mechanical and Electrical Building Service sector. His success included building the top performing team on a national basis, using the principles he applies to Guyan & Associates. He also once lived in the French Alps for six years, running his a Ski-hire company and cut his teeth in the working world as a stone mason’s trade apprentice for Bristol Marble.

James is happiest in his running shoes. With three marathons under his belt last year, and a 75km ultra marathon in March 2016; a Spartan obstacle race, and the formidable Tough Mudder. Not a fan of crowds, you can often find him trail running around the local hills of La Serrania de Ronda. His wish-list includes one of toughest, and scenic, marathon races in the world: the Inca Trail Marathon at Machu Picchu – which includes a climb of over 10,400 feet and also hope to complete the Great Wall of China marathon 2017.

James’ two girls are the motivation behind his active life - he strives to keep in optimum health, both to set them an example and be around for them for as long as possible. 

Where: James looks after roles in the East Anglia, the south west and south as far as London.


Job Description



  • Project Commercial Director - £500m JV project
  • Career defining role and Project
  • Land mark Nuclear project
  • Previous major project experience
  • Management of a large on site commercial team
  • Key M&E Contractor in UK market
  • High end salary and package


A career defining role and project. As Project Commercial Director you will be responsible to lead the Project Commercial Team in the management of all commercial elments in conjucution with their, Consortium/JV partner. You will support and provide commercial expertise  to follow the contractual obligations and application in the Project Commercial Team. Supports and provides guidance to the early stage final Bid process, Procurement concerning contractual issues and appointment of Sub-Contractor


About This Role



Key focus is on establishing and managing throughout the project lifecycle an obligation management matrix containing all contractual obligations towards and from the customer (and consortium JV partner). Provide training on the necessary commercial and contractual knowledge and skills to all Project Commercial Team members enable them to perform their scope of work. Make sure that obligation owners are assigned in the Project Commercial Team and that the Project Commercial Team is constantly aware of the obligations’ due dates.

Define and implement, jointly with the Project Director, the external communication management process for the project ensuring that all communication to and from the customer (and consortium JV partner) is sent in accordance with the requirements of the contract(s) and client guidelines and directives.

Participate in all Project Commercial Team, risk and opportunity, change control board and variation order meetings to ensure early identification of commercial risks and opportunities. Take ownership of all commercial and contractual risks and opportunities. Develop mitigation actions to manage commercial risks and develop enhancement actions to deliver opportunities.

Ensure – together with the Project Change Manager contractual changes involving the customer, consortium partner, and supplier are properly notified in accordance with the contract and the BT Change Management process (e.g. issuance of notification/ variation order). Lead the management of Claims in accordance with the Claim Management process by devising effecting Claim preparation and negotiation strategies.

In close co-operation with Contracts & Legal, support and provide guidance to Procurement concerning the placement of all major Purchase Contracts to ensure back-to-back coverage with customer contract is achieved.

Establish and implement, jointly with the Project Director, the Project Commercial strategy towards the Customer, Consortium Partner/Joint Venture partners and Key Suppliers.

About This Client



  • Preferably a degree in either Engineering, Law, Quantity Surveying or Business
  • Extensive experience in relevant major project delivery role
  • Working experience either in Contracts & Legal, Engineering, Project Management, Procurement or Bid management.
  • Experience in working in a multicultural environment (e.g. working in international teams, international projects etc).
  • Worked on several major projects and/ or bids.
  • Proven track record in commercial management in a complex business environment, ideally in similar business areas (e.g. M&E, construction, oil & gas, Nuclear or energy).