Richard Ham

Doer
DISC Type : ds

CEO at Fine Tune

Chicago, Illinois, United States

Overview

Richard Ham is the founder and CEO of Fine Tune, a niche expense management firm he established in 2002. Leveraging his background in Journalism and Political Science from Indiana University, he used his insider knowledge from working on the supplier side to build his company, which specializes in complex indirect expenses.

Originally aspiring to be a sports journalist, Richard maintains strong ties to his alma mater and the Bloomington community. His company is a major employer of interns from the IU Kelley School of Business and actively supports local community initiatives.

He built his company on a "poacher-turned-gamekeeper" model, using his experience as a supplier to advocate for his clients best interests.

Personality Overview

Deliberate Doer

Strategic Planner

Results Focused

They exhibit a rare combination of being result-oriented but patient at the same time.  They might take some time to make their mind up but once they do, they don't change it easily. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Purposeful Procurement
He co-hosts the "Buy: The Way. . . To Purposeful Procurement" podcast, exploring how to improve procurement incentives to drive better business and social outcomes.
Niche Expense Management
His firm specializes in managing complex and often overlooked indirect expenses, such as uniforms, waste management, and pest control, for large companies.
Corporate Sustainability
He leads a certified B Corporation and his podcast frequently discusses integrating sustainability, decarbonization, and social impact into procurement strategy.

Media Appearances

AoP Introducing: Fine Tune, ft. CEO Rich Ham. Featured in Fine Tune Media Center (AoP)

See Now

Work History

2-2002
CEO at Fine Tune

Education

1993 - 1997
Education details unavailable from Indiana University Bloomington

More Information

Social Presence :

Prographics :

Exp : 24 Location : Chicago, Illinois, United States Job Level : Leadership Designation : CEO at Fine Tune
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Stick to your standard pitch and qualifying script, don't try to wing it
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Suggest clear next steps with confidence, don't be vague or hesitant

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't go over them unless you are left with no other option
  • Don't shy away from asking hard questions, but be extra polite

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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