Paul Luckett

Examiner
DISC Type : cs

Global Head of IT Procurement & Supplier Management at RWE

Düsseldorf, North Rhine-Westphalia, Germany

Overview

Paul has no verified overview

Personality Overview

Overcautious

Tough To Convince

Late Adopter

The only way to convince them is by showing them examples and ample proof.  They tend to be clear about their needs and limitations and are unlikely to promise too much. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Paul has no verified topics they care about

Media Appearances

Paul has no verified media appearances

Work History

10-2023
Global Head of IT Procurement & Supplier Management at RWE
4-2023 - 10-2023
Global Head of IT Procurement at RWE
4-2017 - 4-2023
Vice President IT Procurement at Uniper
11-2016 - 4-2017
Global Category Lead IT at Uniper
7-2015 - 10-2016
Head of Sourcing & Base Demand at E.ON Business Services GmbH

Education

MCIPS from CIPS - The Chartered Institute of Procurement & Supply
2004 - 2007
BSc Hons from University of Warwick

More Information

Social Presence :

Prographics :

Exp : 12 Location : Düsseldorf, North Rhine-Westphalia, Germany Job Level : Mid-senior Designation : Global Head of IT Procurement & Supplier Management at RWE
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Insights For Selling To Paul

During A Call Or A Meeting

DO's

  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control

DONT's

  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Paul 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 Paul

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

Insights For Deal Planning

    How fast (or slow) will Paul move?

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

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

You And Paul

Personality Compatibility


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