Richard Lam, CISA

Enthusiast
DISC Type : i

Manager - Corporate Information Security at SITA

Montreal, Quebec, Canada

Overview

Richard has no verified overview

Personality Overview

Amiable & Agreeable

Consensus Focused

Non-Confrontational

They are more about building relationships than just cutting deals.  They tend to be agreeable by nature, so take their promises with a pinch of salt.
 Unlike D or C types, they are convinced more by stories and testimonials.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

8-2017
Manager - Corporate Information Security at SITA
10-2014 - 7-2017
Manager ITRA at EY
3-2010 - 10-2014
Senior IT Auditor at Resolute Forest Products
5-2006 - 1-2008
programmer/analyst at RX Information Center, Jean-Coutu
8-2005 - 4-2006
Software Support Analyst at Fujitsu Transaction Solutions

Education

2009 - 2010
Graduate Diploma from HEC Montréal
2008 - 2009
Diploma from McGill University

More Information

Social Presence :

Prographics :

Exp : 19 Location : Montreal, Quebec, Canada Job Level : Middle Designation : Manager - Corporate Information Security at SITA
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • Ask them how their day is going or exchange some other pleasantries
  • Give them the opportunity to lead the conversation where possible
  • Invite them for a lunch or a drink/coffee

DONT's

  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don’t be excessively objective, be like a storyteller with them
  • Avoid overloading them with too much information

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • Relationships and rapport matter to them, but so does the value of the product.
  • Will you ever get a clear answer from Richard

  • They are unlikely to say no directly.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They are not very fast decision makers, even while they continue to stay engaged.
  • Can Richard take some risk or not?

  • If it seems really necessary, they can take small risks.

You And Richard

Personality Compatibility


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