Paul Higham

Evaluator
DISC Type : sdc

Head of Western Sydney Development at Sydney Water

Greater Sydney Area, Australia

Overview

Paul Higham is the Head of Western Sydney Development at Sydney Water, where he leads long-term integrated water servicing for the Aerotropolis and Growth Areas. He is recognized for being passionate, tenacious, and innovative in managing complex operational, commercial, and budgetary challenges. He holds an MBA from AGSM @ UNSW Business School.

As a leader, Paul is described as an extroverted and creative innovator with a focus on challenging established operating norms and pushing the boundaries of conventional thinking. He is passionate about fostering teamwork and using his well-developed analytical and problem-solving skills to drive performance improvements and implement large-scale business changes.

He has a certification in Advanced Negotiation and Influencing.

Personality Overview

Hard To Convince

Fast But Analytical

Thorough Evaluator

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Western Sydney Growth
Leads the development and long-term water servicing strategy for the Western Sydney Aerotropolis and its surrounding growth areas at Sydney Water.
Circular Economy
Actively seeks partners to develop a Circular Economy Zone in Western Sydney, demonstrating a commitment to sustainable resource management.
Water Servicing
Oversees integrated water and stormwater management plans, focusing on protecting ecosystems and cultural values in sensitive waterways.

Media Appearances

Podcast – Beyond 2030 with Paul Higham of Sydney Water. Featured in Australian Water Association (AWA)

See Now

Work History

9-2023
Head of Western Sydney Development at Sydney Water
11-2021 - 9-2023
Head of Strategy & Enterprise Planning at Sydney Water
4-2020 - 12-2021
Head of Strategy and Corporate Social Responsibility at Sydney Water
7-2017 - 4-2020
Head of Service Planning & Asset Strategy at Sydney Water
1-2017 - 6-2017
Head of Development and Infrastructure Portfolio Services at Sydney Water

Education

2017 - 2020
Master of Business Administration (MBA) from AGSM @ UNSW Business School
1998 - 1999
Diploma from Alliance Manchester Business School

More Information

Social Presence :

Prographics :

Exp : 19 Location : Greater Sydney Area, Australia Job Level : Mid-senior Designation : Head of Western Sydney Development at Sydney Water
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Keep a professional, business-like approach; especially if you tend to get informal quickly

DONT's

  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Paul

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Paul move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Paul take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Paul

Personality Compatibility


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