Bruce Dunlop

Questioner
DISC Type : c

Regional Vice President at Export Development Canada | Exportation et développement Canada

London, England, United Kingdom

Overview

Bruce Dunlop is the Regional Vice President for EMEA at Export Development Canada, where he helps Canadian companies expand internationally. A graduate of Queens University, he has held numerous leadership roles within EDC, spanning business development, portfolio management, and risk. He is also the Co-Chair of the Defence, Security, & Aerospace Forum for the Canada-UK Chamber of Commerce.

He was part of the official delegation at Canada House in the UK for a visit from their Majesties.

Personality Overview

Cautious & Analytical

Not Easily Convinced

Price-Sensitive

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Canadian Global Expansion
His entire career at EDC has been focused on supporting and developing Canada's international trade, helping Canadian companies succeed on the world stage.
Defence & Aerospace
Serves as the Co-Chair of the Defence, Security, & Aerospace Forum for the Canada-UK Chamber of Commerce, indicating a professional focus in this sector.
Clean Energy Transition
He was a listed contact for EDC in the World Hydrogen Summit directory and is focused on opportunities for Canadian firms in Germany's energy transition.

Media Appearances

Bruce has no verified media appearances

Work History

9-2022
Regional Vice President at Export Development Canada | Exportation et développement Canada
3-2016 - 9-2022
VP Global Business Development at Export Development Canada | Exportation et développement Canada
7-2014 - 3-2016
VP, Commercial Markets & Small Business, BD Group at Export Development Canada | Exportation et développement Canada
1-1994 - 4-1996
Senior Account Manager at National Bank of Canada
Account Manager at HSBC Bank Canada

Education

1984 - 1988
Bachelor of Commerce (B.Com.) from Queen's University
1984 - 1988
Bachelor of Commerce (B.Com.) from Queen's University

More Information

Social Presence :

Prographics :

Exp : 13 Location : London, England, United Kingdom Job Level : Senior Designation : Regional Vice President at Export Development Canada | Exportation et développement Canada
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Insights For Selling To Bruce

During A Call Or A Meeting

DO's

  • 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
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • 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 Bruce is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Bruce

  • 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 Bruce move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Bruce take some risk or not?

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


You And Bruce

Personality Compatibility


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