Richard L. (Rick) Gay, CPPO, RSBO, RTSBA

Evaluator
DISC Type : DSc

Executive Director Business Services at Fort Bend ISD

Sugar Land, Texas, United States

Overview

Richard, known as "The Procurement Sherpa! ", is an award-winning public procurement executive with extensive leadership experience across military, government, and education sectors. People often describe him as an innovative, tenacious, and well-organized leader. He holds CPPO, RSBO, and RTSBA certifications and earned an MBA from the University of Houston-Clear Lake.

He is a proud U. S. Army veteran, having served for over 30 years in the Army and Army Reserve. This continues a family legacy, as he is the third generation to serve in the military. He and his wife are both proud graduates of Stephen F. Austin State Universitys class of 1978.

Unique fact: He has branded himself as “The Procurement Sherpa! ” to reflect his expertise in guiding organizations through complex procurement challenges.

Personality Overview

Hard To Convince

Thorough Evaluator

Fast But Analytical

They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical  They focus on the results, but can still be quite procedural and analytical about how to get there They are not very likely to become strong advocates of your product or service

Topics They Care About

Public Procurement
His entire career is dedicated to procurement for public entities like school districts. He is a Certified Public Purchasing Officer (CPPO) and a recognized leader in the field.
Supply Chain Management
He has a stated vision for supply chain management in education and oversees purchasing, warehousing, and logistics for Fort Bend ISD, a nationally recognized department.
Military Service
He served for 30 years in the US Army and Army Reserve, culminating as a Battalion Commander. He proudly shares his family's multi-generational history of military service.

Media Appearances

Richard has no verified media appearances

Work History

11-2022
Executive Director Business Services at Fort Bend ISD
3-2018 - 11-2022
Director of Procurement Services at Spring Branch ISD
8-2015 - 3-2018
Procurement Officer at Houston ISD
9-2001 - 8-2015
Purchasing Manager at Baltimore County Public Schools
11-1992 - 7-2006
Commissioned Officer at United States Army Reserve

Education

1994 - 1997
MBA from University of Houston-Clear Lake
1990 - 1992
MPA from Troy University

More Information

Social Presence :

Prographics :

Exp : 33 Location : Sugar Land, Texas, United States Job Level : Senior Designation : Executive Director Business Services at Fort Bend ISD
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Insights For Selling To Richard L. (Rick)

During A Call Or A Meeting

DO's

  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Don’t focus on relationship, focus purely on the merit of your product

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard L. (Rick) is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Richard L. (Rick)

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Richard L. (Rick) move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Richard L. (Rick) take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Richard L. (Rick)

Personality Compatibility


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