Dean Richter

Evaluator
DISC Type : scd

Director, Business Development at Leidos

Branson, Missouri, United States

Overview

Dean has no verified overview

Personality Overview

Hard To Convince

Thorough Evaluator

Quality Focused

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Dean has no verified topics they care about

Media Appearances

Dean has no verified media appearances

Work History

11-2018
Director, Business Development at Leidos
7-2014 - 11-2018
Vice President at Sonalysts
8-2012 - 6-2014
Director, Business Development Maritime and Transportation Division at QinetiQ North America
2-2011 - 10-2012
Program Director, Tactical Relay Information Network (TRITON) Program at QinetiQ North America
12-2010 - 2-2011
Special Projects at PEO C4I

Education

1989 - 1991
Master of Science from Naval Postgraduate School
1979 - 1983
Bachelor of Science from Missouri University of Science and Technology

More Information

Social Presence :

Prographics :

Exp : 42 Location : Branson, Missouri, United States Job Level : Mid-senior Designation : Director, Business Development at Leidos
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Insights For Selling To Dean

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dean is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Dean

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Dean move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Dean take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Dean

Personality Compatibility


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