Scott Rich, MBA, CPHIMS, FHIMSS

Examiner
DISC Type : cs

Senior IT Leader at ESR Consulting

St Louis, Missouri, United States

Overview

Scott has no verified overview

Personality Overview

Status Quo Seeker

Overcautious

Process Oriented

They are always well-planned and adopt a systematic approach.  The only way to convince them is by showing them examples and ample proof. Being observant comes to them naturally.

Topics They Care About

Scott has no verified topics they care about

Media Appearances

Scott has no verified media appearances

Work History

1-2023
Senior IT Leader at ESR Consulting
6-1991 - 1-2023
Senior Director of Information Technology at Washington University School of Medicine
6-1980 - 6-1991
Engineer at McDonnell-Douglas

Education

2009 - 2010
Master of Business Administration (MBA) from Washington University in St. Louis - Olin Business School
Engineering from Washington University in St. Louis

More Information

Social Presence :

Prographics :

Exp : 45 Location : St Louis, Missouri, United States Job Level : Senior Designation : Senior IT Leader at ESR Consulting
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Insights For Selling To Scott

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • 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 push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Scott is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Scott

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Scott move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Scott take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Scott

Personality Compatibility


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