James Varlan, ITIL

Questioner
DISC Type : c

Practice Management & RCM Leader at KeyCare

Houston, Texas, United States

Overview

James has no verified overview

Personality Overview

Price-Sensitive

Systematic

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to analyze every situation thoroughly.
 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

1-2025
Practice Management & RCM Leader at KeyCare
9-2023 - 1-2025
Manager - Healthcare Consulting at Huron
2-2022 - 9-2023
Manager - Epic Revenue Cycle at OCHIN, Inc.
9-2020 - 2-2022
System Manager - Epic Patient Access, HIM & Identity at CommonSpirit Health
9-2015 - 9-2020
Project Delivery Specialist at Deloitte

Education

2010 - 2013
Bachelor of Science (B.S.) from Vanderbilt University
2009 - 2010
Hospitality Administration/Management from Michigan State University

More Information

Social Presence :

Prographics :

Exp : 13 Location : Houston, Texas, United States Job Level : Mid-senior Designation : Practice Management & RCM Leader at KeyCare
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Insights For Selling To James

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with James is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for 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?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can James take some risk or not?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And James

Personality Compatibility


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