Richard Cawston FCILT

Examiner
DISC Type : cs

Chief Revenue Officer and President, UK&I and Europe at GXO Logistics, Inc.

Newark-On-Trent, England, United Kingdom

Overview

Richard Cawston is the Chief Revenue Officer and President for UK&I and Europe at GXO Logistics, a role where he drives growth and oversees operations. A Fellow of the Chartered Institute of Logistics and Transport (FCILT), he has a background in Construction Engineering from York College of Arts & Technology, underpinning his extensive logistics career.

He is a key voice on leveraging technology and automation to solve complex supply chain challenges for a diverse range of customers, from mid-size e-commerce businesses to the global defence industry.

Richard is a Fellow of the Chartered Institute of Logistics and Transport (FCILT), a prestigious professional designation.

Personality Overview

Unexpressive

Process Oriented

Status Quo Seeker

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They are thorough and always follow a systematic approach.

Topics They Care About

Logistics Innovation
Showcases GXO's use of technology, automation, and AI to shape the future of logistics, as highlighted during the company's Innovation Tour in Germany.
Customer-Centric Growth
Emphasizes that an "unwavering customer focus" is the primary driver of GXO's business momentum and success, which has nearly doubled in four years.
E-commerce Fulfillment
Promotes GXO's end-to-end services for growing mid-size customers, focusing on scalable direct-to-consumer and B2B order fulfillment solutions.

Media Appearances

Richard has no verified media appearances

Work History

1-2024
Chief Revenue Officer and President, UK&I and Europe at GXO Logistics, Inc.
8-2021
President, Europe at GXO Logistics, Inc.
9-2017 - 8-2021
President Europe at XPO Logistics, Inc.
6-2015 - 8-2017
Managing Director UK & I at XPO Logistics Europe
8-2014 - 8-2017
Managing Director & Country Manager UK & I at XPO Logistics Europe

Education

1991 - 1993
Education details unavailable from Northumbria University
1989 - 1991
Construction Engineering from York College of Arts & Technology

More Information

Social Presence :

Prographics :

Exp : 22 Location : Newark-On-Trent, England, United Kingdom Job Level : Leadership Designation : Chief Revenue Officer and President, UK&I and Europe at GXO Logistics, Inc.
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Expect them to be slow and cautious, encourage them to ask more questions

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't push them too hard to make fast decisions, give them time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Richard

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Richard take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Richard

Personality Compatibility


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