Richard Smith

Examiner
DISC Type : sc

SVP - Commercial Management at OGCS Global

Greater Houston, United States

Overview

Richard has no verified overview

Personality Overview

Tough To Convince

Overcautious

Process Oriented

They tend to be clear about their needs and limitations and are unlikely to promise too much.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Richard has no verified topics they care about

Media Appearances

Richard has no verified media appearances

Work History

1-2021
SVP - Commercial Management at OGCS Global
10-2015 - 1-2021
Contracts Department Manager at SBM Offshore
4-2013 - 9-2015
Senior Contracts Manager at INPEX
4-2010 - 4-2013
Country Manager, Project Director at Mott MacDonald
4-2002 - 4-2010
Contracts Manager and Senior QS at Omega seconded to Statoil

Education

1988 - 1991
Bachelor’s Degree from University of Westminster
Education details unavailable from MRICS

More Information

Social Presence :

Prographics :

Exp : 24 Location : Greater Houston, United States Job Level : Leadership Designation : SVP - Commercial Management at OGCS Global
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Insights For Selling To Richard

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Richard is

  • For them, low risk and acceptance by others are very important, followed by proof of ROI.
  • Will you ever get a clear answer from Richard

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Richard move?

  • They do not like to take decisions in a hurry, so they could be slow in making their mind up.
  • Can Richard take some risk or not?

  • They are low on risk-appetite and prefer to make informed decisions.

You And Richard

Personality Compatibility


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