Matthew Needham

Examiner
DISC Type : cs

Sr. Principal, Director of Aviation + Transportation at HOK

San Francisco Bay Area, United States

Overview

Matthew has no verified overview

Personality Overview

Late Adopter

Unexpressive

Status Quo Seeker

They do not like taking risks at all and go for proven options in the end.  They are heavily focused on quality and prefer doing things the right way, even if it takes time. They are always well-planned and adopt a systematic approach.

Topics They Care About

Matthew has no verified topics they care about

Media Appearances

Matthew has no verified media appearances

Work History

10-2020
Sr. Principal, Director of Aviation + Transportation at HOK
5-2013
Principal, Regional Aviation + Transportation Leader at HOK
10-2004 - 5-2013
Associate Vice President at HNTB
10-1998 - 10-2004
Director at Ricondo & Associates
5-1992 - 10-1998
Associate (with Leigh Fisher Associates) at Jacobs Consultancy

Education

1986 - 1991
Bachelor of Architecture from Syracuse University

More Information

Social Presence :

Prographics :

Exp : 35 Location : San Francisco Bay Area, United States Job Level : Senior Designation : Sr. Principal, Director of Aviation + Transportation at HOK
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • Ask them which other stakeholders would be important for this purchase decision
  • 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 push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Matthew

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Matthew take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Matthew

Personality Compatibility


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