Don Dracon

Wildcard
DISC Type : sci

Senior Vice President, Client Development at Terracon

Charlotte Metro, United States

Overview

Don Dracon is the Senior Vice President of Client Development at Terracon, bringing over 30 years of experience in engineering, construction, and technical services. A graduate of the U. S. Naval Academy with an MBA from Rutgers, he has successfully secured over $4 billion in new business throughout his distinguished career.

Outside of his professional life, Don appears to be involved in his local community. He and his wife, Kim, have served as greeters at their church, suggesting a value placed on community engagement and service.

Unique Fact: Don is a certified Naval Nuclear Engineer, a distinct and highly technical background for a business development executive.

Personality Overview

Curious But Skeptical

Friendly But Slow

Requires Proof

They are unlikely to ever become strong champions even when the conversations are going well; you should focus on cultivating other champions  They typically tend to be late adopters even when they seem friendly and excited about what you have to sell They are often friendly and nice, but can sometimes suprise you with their piercing questions

Topics They Care About

Client Development Strategy
He is responsible for Terracon's overall business and client development strategy, national accounts, and market oversight across the US.
Engineering & Construction
His entire career, including roles at AECOM, Eden Innovations, and Terracon, has been centered in the engineering and construction services industries.
Nuclear & Energy Sector
He has extensive experience in the power generation and nuclear markets, including decommissioning services, and is a certified Naval Nuclear Engineer.

Media Appearances

Don has no verified media appearances

Work History

3-2023
Senior Vice President, Client Development at Terracon
3-2022 - 2-2023
Senior Vice President Business Development at Eden Innovations LLC
6-2016 - 12-2021
Vice President, Business Development at United E&C (formerly AECOM)
2-2014 - 6-2016
Chief Commercial Officer | VP Sales at AZZ Enclosure Systems (formerly Lectrus Corporation)
1-2008 - 1-2014
Vice President, Business Development | Sales at AECOM (formerly URS Corporation and Washington Group International)

Education

1984 - 1988
Bachelor of Science from United States Naval Academy
1996 - 2000
MBA from Rutgers University

More Information

Social Presence :

Prographics :

Exp : 24 Location : Charlotte Metro, United States Job Level : Leadership Designation : Senior Vice President, Client Development at Terracon
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Focus on immediate action-items rather than the larger goals
  • Help them understand the risk aspect fully while inspiring confidence

DONT's

  • Avoid phrases like ‘trust me’, ‘you will just love it’ etc.
  • Don't ask them to move fast, let them take their time and digest all the information
  • Avoid winging it with them particularly, answer a question only if you know the answer well

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Don

  • They are likely to give you a clear answer without taking you around in circles. However, if you share a good relationship, they might not be so forthcoming.

Insights For Deal Planning

    How fast (or slow) will Don move?

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

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Don

Personality Compatibility


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