Brian Gutman

Examiner
DISC Type : sc

Head of Finance & Capital Markets at Keller Postman LLC

Greater Chicago Area, United States

Overview

Brian has no verified overview

Personality Overview

Status Quo Seeker

Overcautious

Process Oriented

They are always well-planned and adopt a systematic approach.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

9-2023
Head of Finance & Capital Markets at Keller Postman LLC
3-2021 - 9-2023
Principal at Keller Postman LLC
3-2021
Principal at Gerchen Capital Partners, LLC
7-2019 - 3-2021
Investment Banking Associate at Goldman Sachs
6-2018 - 8-2018
Investment Banking Summer Associate at Morgan Stanley

Education

2016 - 2019
Master of Business Administration - MBA from Northwestern University - Kellogg School of Management
2016 - 2019
Doctor of Law - JD from Northwestern University Pritzker School of Law

More Information

Social Presence :

Prographics :

Exp : 9 Location : Greater Chicago Area, United States Job Level : Mid-senior Designation : Head of Finance & Capital Markets at Keller Postman LLC
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Brian

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Brian take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Brian

Personality Compatibility


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