Mark West

Questioner
DISC Type : c

Director of Research Services at University of Pennsylvania

Greater Philadelphia, United States

Overview

Mark West is the Director of Research Services at Penn Engineering, where he leads the management and financial administration for sponsored research projects supporting over 200 faculty members. His career at the University of Pennsylvania includes extensive experience in business and research administration. He attended Salisbury University and Temple University.

He once served as the business administrator for a High Energy Physics project, supporting work at FermiLab, the Kamioko detector in Japan, and the Solar Neutrino Observatory in Canada.

Personality Overview

Price-Sensitive

Value Seeker

Cautious & Analytical

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Research Administration
As Director, he oversees the entire pre-award and post-award administrative and financial lifecycle for sponsored research projects at Penn Engineering.
Financial Governance
Serves as the financial custodian for sponsored funding, ensuring compliance with complex contractual obligations for the university's research enterprise.
International Research
He is the designated school contact for matters related to the disclosure and compliance of international research activities, highlighting his expertise in global collaboration.

Media Appearances

Mark has no verified media appearances

Work History

2-2019
Director of Research Services at University of Pennsylvania
11-2015 - 1-2019
Administrative Financial Officer at University of Pennsylvania
7-1995 - 11-2015
Manager Administration & Finance at University of Pennsylvania
1990 - 1995
Business Administrator at Materials Science & Eng
1987 - 1990
Business Administrator at University of Pennsylvania

Education

Education details unavailable from Salisbury University
Education details unavailable from Temple University

More Information

Social Presence :

Prographics :

Exp : 44 Location : Greater Philadelphia, United States Job Level : Mid-senior Designation : Director of Research Services at University of Pennsylvania
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Mark 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 Mark

  • 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 Mark move?

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

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

You And Mark

Personality Compatibility


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