Richard Birks

Critic
DISC Type : C

Head of Security Platform Services | Cybersecurity Solutions | Privileged Access Management Expert at NatWest Group

Paxton, Scotland, United Kingdom

Overview

Richard has no verified overview

Personality Overview

Information Seeker

Critic

ROI Driven

It is very likely that they will negotiate pricing or other important terms.  They prefer to analyze logically and value objective facts over emotions. Unless the value is proven by data, they are unlikely to value fancy features.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

7-2016
Head of Security Platform Services | Cybersecurity Solutions | Privileged Access Management Expert at NatWest Group
11-2012 - 7-2016
Service Manager / Technical Design Authority at The Royal Bank of Scotland (RBS)
2-2010 - 11-2012
Service Manager - Web and Directory Services at The Royal Bank of Scotland
11-2005 - 2-2010
Senior Technical Analyst at The Royal Bank of Scotland
9-1999 - 3-2005
Senior Systems Engineer at Data Systems & Solutions

Education

1991 - 1994
2:1 BSc (hons) from University of Essex
1989 - 1991
Education details unavailable from South East Derbyshire College

More Information

Social Presence :

Prographics :

Exp : 30 Location : Paxton, Scotland, United Kingdom Job Level : Mid-senior Designation : Head of Security Platform Services | Cybersecurity Solutions | Privileged Access Management Expert at NatWest Group
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Don’t forget to mention how you compare to competition on both features and pricing
  • Tell them what ROI they can expect
  • Be formal and objective, they will appreciate it more

DONT's

  • Avoid pushing them too much to involve other stakeholders unless it is critical
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Don’t try to give too many examples of other users, they like to make their own decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Richard

  • They do not mind saying no if they believe that it is the right decision.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Richard take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Richard

Personality Compatibility


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