Custodia Cabanas

Reviewer
DISC Type : Ci

Associate Dean Full time faculty at IE University

Greater Madrid Metropolitan Area, Spain

Overview

Custodia Cabanas is the Associate Dean and a Professor at IE University, specializing in leadership and human capital management. She also serves as a Senior Advisor at ATREVIA, a leading communication and strategic positioning consultancy. She holds a PhD from Universidad Carlos III de Madrid.


She is the Executive Director of the IE Center for the Management of Intangible Assets, focusing on non-physical value drivers.

Personality Overview

Persuasive & Assertive

Informal Yet Blunt

Challenger

They are generally good communicators and can be hard to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are likely to ask many questions and look heavily for supporting information.

Topics They Care About

Leadership Development
As a professor and academic area head, her work centers on cultivating effective leadership skills and organizational behavior.
Human Capital
Her academic and advisory roles are deeply rooted in optimizing human resources and managing talent within organizations.
Intangible Assets
She directs a research center at IE dedicated to studying and managing intangible assets like corporate reputation, brand, and human capital.

Media Appearances

Cabanas (IE University): greenwashing es bastante sencillo de ver. Featured in Capital Radio

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Cabanas (IE University): greenwashing es bastante sencillo de ver. Featured in Capital Radio

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Work History

9-2022
Associate Dean Full time faculty at IE University
3-2018
Senior Advisor at ATREVIA
2-2012 - 8-2024
Head of IE OB/ Human Capital Management and Leadership Academic Area at IE University
9-1990 - 7-1991
Associate Research at INSEAD
1987
Leadership Professor at Instituto de Empresa Business School

Education

6-2014 - 1-2016
CPCL Colloquium for Partcipant Center Learning from Harvard Business School
2009 - 2009
Doctor of Philosophy (PhD) from Ie University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Greater Madrid Metropolitan Area, Spain Job Level : N/A Designation : Associate Dean Full time faculty at IE University
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Insights For Selling To Custodia

During A Call Or A Meeting

DO's

  • Focus on immediate action-items rather than the larger goals
  • Ask them questions to understand their needs better while staying affable
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Avoid making offhand commitments
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Custodia is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Custodia

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Custodia move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Custodia take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Custodia

Personality Compatibility


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