Graeme Smith

Enigma
DISC Type : cid

Managing Director, Transport and Mobility Solutions at Mott MacDonald

Bristol, England, United Kingdom

Overview

Graeme has no verified overview

Personality Overview

Hard To Convince

Persuasive & Assertive

Fast Follower

They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince. They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Graeme has no verified topics they care about

Media Appearances

Graeme has no verified media appearances

Work History

1-2024
Managing Director, Transport and Mobility Solutions at Mott MacDonald
1-2023 - 12-2023
Delivery Director, Divisional Board Highways and Intelligent Transport Systems at Mott MacDonald
7-2022 - 7-2024
Key Account Leader at Mott MacDonald
3-2022 - 7-2022
Interim Managing Director, Highways and Intelligent Transport, UK and Europe at Mott MacDonald
1-2020 - 2-2023
Major Projects Director, Divisional Board Director at Mott MacDonald

Education

1995 - 1998
BEng (Hons) from University of Southampton
2017 - 2017
Executive Leadership Programme from Singapore Management University

More Information

Social Presence :

Prographics :

Exp : 28 Location : Bristol, England, United Kingdom Job Level : Mid-senior Designation : Managing Director, Transport and Mobility Solutions at Mott MacDonald
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Insights For Selling To Graeme

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Don’t brush off any concerns, take all questions seriously. They are easily deterred
  • Avoid making offhand commitments, understand the root of their concerns first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graeme is

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

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Graeme move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Graeme take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Graeme

Personality Compatibility


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