Ian Drabble

Examiner
DISC Type : cs

Associate Principal at Arup

Canada

Overview

Ian has no verified overview

Personality Overview

Unexpressive

Process Oriented

Overcautious

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. The only way to convince them is by showing them examples and ample proof.

Topics They Care About

Ian has no verified topics they care about

Media Appearances

Ian has no verified media appearances

Work History

3-2025
Associate Principal at Arup
4-2012 - 2-2025
Associate Director at Arup
12-2007 - 4-2012
Associate at Arup
9-2004 - 11-2007
Associate Director at WYG Group
3-2002 - 6-2004
Projects Manager (Manager of Rotherham Office) at MOUCHEL plc.

Education

1986 - 1990
B Eng from The University of Bolton
Education details unavailable from Honeywell Secondary School

More Information

Social Presence :

Prographics :

Exp : 34 Location : Canada Job Level : Senior Designation : Associate Principal at Arup
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Insights For Selling To Ian

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • 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

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ian is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Ian

  • 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 Ian move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Ian take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Ian

Personality Compatibility


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