Frank Mckenna

Examiner
DISC Type : cs

President Symphony Health at Symphony Risk Solutions

Austin, Texas, United States

Overview

Frank has no verified overview

Personality Overview

Tough To Convince

Process Oriented

Overcautious

They tend to be clear about their needs and limitations and are unlikely to promise too much.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

7-2021
President Symphony Health at Symphony Risk Solutions
1-2019 - 7-2021
National Healthcare Practice Leader at Woodruff Sawyer
5-2005 - 12-2018
Executive Managing Director at Beecher Carlson
1-2000 - 4-2005
National Healthcare Practice Leader at Aon Risk Solutions
6-1997 - 1-2000
President at Mckenna and Associates

Education

1970 - 1974
Education details unavailable from St Anthonys High School - Santa Barbara
Education details unavailable from Fullerton College

More Information

Social Presence :

Prographics :

Exp : 28 Location : Austin, Texas, United States Job Level : N/A Designation : President Symphony Health at Symphony Risk Solutions
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be vague in response to your questions, ask firmly and pointedly

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Frank

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Frank move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Frank take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Frank

Personality Compatibility


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