James Clare

Questioner
DISC Type : c

Director Energy, Environment and Infrastructure at UK Ministry of Defence

London Area, United Kingdom

Overview

James has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Not Easily Convinced

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

James has no verified topics they care about

Media Appearances

James has no verified media appearances

Work History

5-2021
Director Energy, Environment and Infrastructure at UK Ministry of Defence
10-2018 - 4-2021
Deputy Director (Senior Civil Servant) Finance and Military Capability Infrastructure at UK Ministry of Defence
4-2017 - 10-2018
Programme Head (Deputy Director/Senior Civil Servant) Defence Infrastructure Model Reform Programme at Ministry of Defence
1-2016 - 4-2017
Programme Head (Deputy Director/Senior Civil Servant) SVP at Ministry of Defence
10-2014 - 12-2015
High Potential Secondment Programme (Grade 6) at Cabinet Office

Education

2011 - 2014
PG Dip from Cranfield University
2001 - 2002
Master of Science (MSc) from Exeter University

More Information

Social Presence :

Prographics :

Exp : 14 Location : London Area, United Kingdom Job Level : Mid-senior Designation : Director Energy, Environment and Infrastructure at UK Ministry of Defence
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from James

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will James move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can James take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And James

Personality Compatibility


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