Richard Cashman

Examiner
DISC Type : cs

Executive Lead at Kyanite

Redhill, England, United Kingdom

Overview

Richard Cashman is the CEO of Principal Corporation, a company he has led for over 30 years, growing it from a copier dealership into a comprehensive provider of document management and IT services. His background includes leadership at IP Syndicate and applying machine learning to legal tech.

Described by peers as an inspirational leader, he successfully built his organization from the ground up.

Personality Overview

Late Adopter

Tough To Convince

Unexpressive

They do not like taking risks at all and go for proven options in the end.  They are quite aware of their needs and limitations, so they are unlikely to over-promise. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

Document Management
As CEO of Principal, he leads a company helping clients manage print solutions, data, and business processes to improve efficiency and save costs.
Legal Technology
His executive role at Kyanite focused on using Machine Learning for legal practice administration, freeing up significant billable time for lawyers.
Entrepreneurial Leadership
Peers commend him as an inspirational leader, noting his rare ability to build an entire organization from scratch while staying true to his principles.

Media Appearances

Richard has no verified media appearances

Work History

6-2024
Executive Lead at Kyanite
1-2009
Chief Executive Officer at IP Syndicate
1-2020
Chief Executive Officer at IP Syndicate
2-1987
C.E.O. at Principal Corporation
Director at US Business Systems inc

Education

Richard has no verified education history

More Information

Social Presence :

Prographics :

Exp : 38 Location : Redhill, England, United Kingdom Job Level : Senior Designation : Executive Lead at Kyanite
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Be firm in your communication and stay in control
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard 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 Richard

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Richard move?

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

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

You And Richard

Personality Compatibility


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