Graeme West

Energizer
DISC Type : I

Director, Pre-Construction Services at Gray

Greater Phoenix Area, United States

Overview

Graeme West is the Director of Pre-Construction Services at Gray, leveraging extensive experience as a Chief and Senior Estimator for major firms like Balfour Beatty US and HENSEL PHELPS. His expertise covers conceptual estimating and pre-construction management in high-tech and international arenas. He holds a Bachelors degree from Robert Gordon University.

He was responsible for competitive bidding on high-profile international projects for demanding clients like the U. S. Department of State and Marriott Hotels.

Personality Overview

Imaginative

Informal

Believer

They are people oriented, friendly and like creating new connections.  Unlike C or D types, they are vocal with their opinions but not so much with their questions. They are not always early adopters but can be pursuaded by leveraging strong relationships.

Topics They Care About

Pre-Construction Strategy
His entire career, including his current directorship, focuses on pre-construction services, conceptual estimating, and design management.
High-Tech Construction
Has proven experience in high-tech and mission-critical sectors, managing the unique challenges these complex projects present.
International Projects
Previously responsible for competitive bidding and management of high-profile international projects for clients like the U. S. Department of State.

Media Appearances

Graeme has no verified media appearances

Work History

11-2022
Director, Pre-Construction Services at Gray
6-2019 - 10-2022
Chief Estimator at Balfour Beatty US
1-2008 - 6-2019
Senior Estimator at HENSEL PHELPS
6-2007 - 12-2008
Chief Estimator at Linthicum Construction Inc
1-2005 - 11-2006
Project Manager at B.L. HARBERT INTERNATIONAL, L.L.C.

Education

1988 - 1992
Bachelor's degree from Robert Gordon University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Phoenix Area, United States Job Level : Mid-senior Designation : Director, Pre-Construction Services at Gray
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Insights For Selling To Graeme

During A Call Or A Meeting

DO's

  • Share some stories about how you you have helped people in similar positions succeed
  • Talk about their team and how your product will help them do things better and easier
  • Be friendly and entertaining in your conversation

DONT's

  • Don’t push them to make a decision too fast, let them get comfortable first
  • Avoid ifs and buts, don’t talk too much about the risks etc.
  • Don’t assume a yes just because they have not said no

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Graeme is

  • Relationship and trust can be vital with them, sometimes more than anything else.
  • Will you ever get a clear answer from Graeme

  • They are unlikely to say no directly, you have to make that decision yourself.

Insights For Deal Planning

    How fast (or slow) will Graeme move?

  • They are not the fastest decision makers, their friendly approach can give false positive signals.
  • Can Graeme take some risk or not?

  • They can take certain risks that are unlikely to have personal consequences.

You And Graeme

Personality Compatibility


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