Richard Henderson

Inspirer
DISC Type : di

Global Head of Professional Services Go-To-Market Strategy at Guidewire Software

Kansas City, Missouri, United States

Overview

Richard has no verified overview

Personality Overview

Decisive

Charming & Persuasive

Generous

They respond well to objective pitches but also attach some value to relationships.  They measure a product on its merit but can be influenced by strong testimonials. They don’t mind taking a stand if they believe in something.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

11-2023
Global Head of Professional Services Go-To-Market Strategy at Guidewire Software
8-2021
Vice President of Delivery Services at Guidewire Software
11-2017 - 8-2021
Practice Director, InsuranceNow at Guidewire Software
11-2012 - 8-2016
Program Manager at FirstBest Systems, Inc.
4-2007 - 11-2012
Consulting: Senior Manager at Tshibanda & Associates

Education

2005 - 2007
MBA from University of Missouri-Kansas City
1998 - 2002
Bachelor of Art from University of Central Missouri

More Information

Social Presence :

Prographics :

Exp : 19 Location : Kansas City, Missouri, United States Job Level : Mid-senior Designation : Global Head of Professional Services Go-To-Market Strategy at Guidewire Software
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Focus on the big picture and the strategic value of your product
  • Clearly address the competitive aspects
  • Acknowledge their status and position during the conversation

DONT's

  • Don’t keep repeating the same information, it could make them impatient
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t be very informal even if they are being so themselves

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Product value plays a big role, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Richard

  • If they do not firmly believe in you, they will refuse without hesitation.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Richard take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Richard

Personality Compatibility


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