Brian Raff

Questioner
DISC Type : c

Vice President of Sustainability & Government Relations at American Institute of Steel Construction

Greater Chicago Area, United States

Overview

Brian has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Brian has no verified topics they care about

Media Appearances

Brian has no verified media appearances

Work History

5-2024
Vice President of Sustainability & Government Relations at American Institute of Steel Construction
11-2020 - 5-2024
Vice President of Market Development, Marketing Communications, and Government Relations at American Institute of Steel Construction
12-2018 - 11-2020
Director of Communications & Public Affairs at American Institute of Steel Construction
Owner at Siteholder Records, LLC
3-2014 - 11-2017
Director of Marketing - Canam Bridges & Canam Heavy at Groupe Canam / Canam Group

Education

2008 - 2010
MBA (with Distinction) from DePaul Driehaus College of Business
1996 - 2001
Bachelor of Architectural Engineering from Penn State University

More Information

Social Presence :

Prographics :

Exp : 22 Location : Greater Chicago Area, United States Job Level : Senior Designation : Vice President of Sustainability & Government Relations at American Institute of Steel Construction
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Insights For Selling To Brian

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Brian is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Brian

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Brian move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Brian take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Brian

Personality Compatibility


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