Don Stafford

Observer
DISC Type : ci

Managing Director at Deloitte Consulting

Atlanta Metropolitan Area, United States

Overview

Don Stafford is a Managing Director at Deloitte Consulting, specializing in technology-enabled business process change for major corporations. He has deep industry expertise in the Energy, Utilities, Aerospace and Defense, and Pharmaceutical sectors. Don earned both his BSBA and MBA from the University of Florida.

Beyond his consulting career, Don has a distinguished military background, having served as a Commander and Naval Flight Officer in the US Navy. His service included both active duty and time in the Navy Reserve, reflecting a long-standing commitment to leadership and public service.

Unique fact: He is a former US Navy Commander and Naval Flight Officer.

Personality Overview

Value Driven

Curious

Example Seeker

They ask a lot of questions and rely heavily on information and collaterals.  They are generally strong communicators and are not easy to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Utilities Transformation
Focuses on the energy and utilities sector and has spoken at industry events like SAP’s annual Utilities Conference (SAP4U).
Aerospace & Defense
Possesses significant experience in this sector, having previously served as a Client Partner for the world's largest A&D company while at HCL AXON.
Technology-led Change
His career is centered on helping businesses manage process changes that are enabled through the implementation of new technology.

Media Appearances

Don has no verified media appearances

Work History

4-2019
Managing Director at Deloitte Consulting
5-2016 - 10-2018
Client Partner at HCL AXON
10-2010 - 4-2016
Regional Delivery Executive, Enterprise Application Services (EAS) at HCL AXON
5-2010 - 9-2010
Senior Program Director at HCL AXON
2-2008 - 4-2010
Director at Sapient

Education

1993 - 1995
MBA from University of Florida - Warrington College of Business
BSBA from University of Florida

More Information

Social Presence :

Prographics :

Exp : 37 Location : Atlanta Metropolitan Area, United States Job Level : Mid-senior Designation : Managing Director at Deloitte Consulting
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Insights For Selling To Don

During A Call Or A Meeting

DO's

  • Be prepared for a lot of questions, answer them objectively
  • Use phrases like ‘clear proof that’, ‘data shows’ etc.
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Avoid making offhand commitments
  • Don’t rely excessively on your relationship with them to win the deal
  • Don’t be too objective but make sure to pad your storytelling with data points

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Don is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Don

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Don move?

  • They like to analyze well and can take their time to reach any decisions.
  • 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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