R. Virginia Fraser

Questioner
DISC Type : c

Principal at Deloitte Consulting

Pittsburgh, Pennsylvania, United States

Overview

R. Virginia Fraser is a Principal at Deloitte Consulting, specializing in advising Higher Education clients on effectiveness and efficiency. An alumna of Carnegie Mellon University and Pennsylvania State University, she has over nineteen years of experience leading high-profile projects to support institutions academic missions.

Prior to consulting, Virginia was deeply involved in social services as a parent educator for a United Way agency. She provided in-home counseling and crisis management for high-risk families, demonstrating a strong commitment to community welfare and youth support.

In a former research role, she achieved a 97% participant retention rate over seven years for a longitudinal study.

Personality Overview

Systematic

Price-Sensitive

Not Easily Convinced

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Higher Ed Efficiency
Her consulting practice is focused on helping higher education clients address their most critical needs for effectiveness and efficiency.
Shared Services
Actively promotes new administrative models that enhance service and collaboration, as shown in her promotion of Deloitte's Administrative Partnership Model.
Youth & Family Services
Has a background in parent education and crisis management for high-risk families, working with government agencies and the judicial system.

Media Appearances

R. has no verified media appearances

Work History

9-2003
Principal at Deloitte Consulting
1996 - 2003
Project Director/Research Associate at Carnegie Mellon University
7-1993 - 7-1996
Parent Education at Centre County Youth Service Bureau

Education

Master of Public Management from Carnegie Mellon University, Heinz School
Bachelor of Science from Pennsylvania State University

More Information

Social Presence :

Prographics :

Exp : 32 Location : Pittsburgh, Pennsylvania, United States Job Level : Senior Designation : Principal at Deloitte Consulting
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Insights For Selling To R. Virginia

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with R. Virginia is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from R. Virginia

  • 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 R. Virginia move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can R. Virginia take some risk or not?

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

You And R. Virginia

Personality Compatibility


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