Lance Henderson

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DISC Type : Sc

Director, Origination at Capital Power

Calgary, Alberta, Canada

Overview

Lance is a seasoned energy professional with over 20 years of experience specializing in trading and origination. As Director at Capital Power, he focuses on power marketing, asset optimization, and contract negotiation, with a proven ability to develop successful teams. He holds degrees in Management and Business Administration.

Described by colleagues as energetic and loyal, Lance is recognized for his positive perseverance and skill in building lasting professional relationships. His entire career has been centered in Alberta, suggesting a strong connection to the local community and its interests, such as professional sports.

One colleague noted that Lance "exudes energy and consistent, positive perseverance on the task at hand. "

Personality Overview

Inflexible

Overcautious

Disciplined

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They are thorough and always follow a systematic approach.

Topics They Care About

Energy Origination
His career spans over two decades in origination, focusing on identifying potential deal structures and creating value in the energy industry.
Contract Negotiation
This is a core expertise highlighted in his professional summary, central to his roles in business development and trading.
Developing People
He is passionate about developing successful origination teams, indicating a focus on mentorship and leadership within his organization.

Media Appearances

Lance has no verified media appearances

Work History

9-2025
Director, Origination at Capital Power
4-2021 - 12-2024
Managing Director, Trading & Origination at Heartland Generation
1-2013 - 4-2021
Director, Western Origination at Direct Energy
8-2007 - 1-2013
Director, Origination at TransAlta
8-2004 - 7-2007
Marketing Manager at TransAlta

Education

1998 - 2000
Management from The University of Lethbridge
1991 - 1994
Business Administration from Southern Alberta Institute of Technology (SAIT)

More Information

Social Presence :

Prographics :

Exp : 23 Location : Calgary, Alberta, Canada Job Level : Mid-senior Designation : Director, Origination at Capital Power
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Insights For Selling To Lance

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Lance is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Lance

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Lance move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Lance take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Lance

Personality Compatibility


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