Fergus Dunn

Examiner
DISC Type : cs

Regional Executive at Bentley Systems

Sydney, New South Wales, Australia

Overview

Fergus Dunn is a Regional Executive at Bentley Systems, specializing in the architectural, engineering, and construction (AEC) industry. With a background in Architecture, he champions digital transformation, leveraging AI and integrated simulation technology to boost productivity and efficiency in large-scale infrastructure projects across the Asia-Pacific region.

He has a strong focus on promoting the adoption of digital twin technology. He often speaks about how these tools can enhance collaboration in a hybrid work environment, prevent errors in design and planning, and ultimately help build more sustainable and resilient infrastructure.

Unique fact: He has spent his entire documented career progressing within Bentley Systems, showcasing deep expertise and loyalty to the companys mission.

Personality Overview

Unexpressive

Late Adopter

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They do not like taking risks at all and go for proven options in the end. They are quite aware of their needs and limitations, so they are unlikely to over-promise.

Topics They Care About

Digital Twins
Advocates for using digital twins to harness data-driven insights and AI capabilities, improving efficiencies and preventing errors in the AEC industry.
AI in Construction
Discusses how AI is reshaping the AEC industry by offering valuable insights for large-scale design, planning, and simulation.
Sustainable Infrastructure
[Predicted] His focus on leveraging technology for better planning and efficiency aligns with creating more resilient and sustainable urban development.

Media Appearances

Fergus has no verified media appearances

Work History

4-2021
Regional Executive at Bentley Systems
1-2010
Building and Construction Industry Solutions Director - South East Asia Pacific at Bentley Systems
1-2006 - 12-2009
Building Industry Sales Director - Australia / New Zealand at Bentley Systems
1-2005 - 12-2005
Building Industry Account Manager - Australia / New Zealand at Bentley Systems

Education

Architecture and Related Services from University of Technology Sydney

More Information

Social Presence :

Prographics :

Exp : 20 Location : Sydney, New South Wales, Australia Job Level : N/A Designation : Regional Executive at Bentley Systems
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Insights For Selling To Fergus

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Fergus is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Fergus

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Fergus move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Fergus take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Fergus

Personality Compatibility


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