Richard Biala

Organizer
DISC Type : Sd

Cyber Security for OT Systems - Portfolio Management at ABB

Frankfurt Rhine-Main Metropolitan Area, Germany

Overview

Richard has no verified overview

Personality Overview

Trusting Of Others

Strong-minded

Somewhat Formal

They might take some time to make their mind up but once they do, they don't change it easily.  They are very professional in their approach and can weigh multiple perspectives together. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

1-2022
Cyber Security for OT Systems - Portfolio Management at ABB
5-2018 - 1-2022
Cyber Security Manager - Industrial Automation / Energy at ABB
5-2018
Cyber Security / IT-Sicherheitsgesetz (ISO 27k) at ABB

Education

1994 - 2000
Diplom-Ingenieur from Hochschule Mannheim

More Information

Social Presence :

Prographics :

Exp : 7 Location : Frankfurt Rhine-Main Metropolitan Area, Germany Job Level : N/A Designation : Cyber Security for OT Systems - Portfolio Management at ABB
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Stick to your standard pitch and qualifying script, don't try to wing it
  • Focus on the results that your product produces, expect some strategic questions in return

DONT's

  • Don't go over them unless you are left with no other option
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them
  • Don't get into pricing discussions early on, steer conversation towards proven results

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Richard

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Richard take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Richard

Personality Compatibility


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