Douglas Thompson

Critic
DISC Type : C

Principal at The Chartis Group

Mesa, Arizona, United States

Overview

Douglas has no verified overview

Personality Overview

Precise

Objective Thinker

Critic

Unless the value is proven by data, they are unlikely to value fancy features.  They like to take decisions independently and do not seek others' support often. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Douglas has no verified topics they care about

Media Appearances

Douglas has no verified media appearances

Work History

11-2018 - 1-2020
Principal at The Chartis Group
9-2010
President at Open Box, LLC
9-2010 - 11-2018
Senior Research Director at The Advisory Board Company
9-2009 - 9-2010
Senior Vice President, Business Advisory Services at MedeAnalytics, Inc.
7-2008 - 9-2009
Director at Navigant Consulting

Education

1985 - 1987
MBA from Columbia Business School
1981 - 1985
BA from Brigham Young University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Mesa, Arizona, United States Job Level : N/A Designation : Principal at The Chartis Group
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Insights For Selling To Douglas

During A Call Or A Meeting

DO's

  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • If you can, show them industry reports or analyst comments instead of sharing anecdotal stories
  • Keep some extra margin while sharing pricing, they are likely to negotiate later

DONT's

  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Do not use very emotional or colorful language
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Douglas is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Douglas

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Douglas move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Douglas take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Douglas

Personality Compatibility


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