Steven Guttmann

Questioner
DISC Type : c

Advisory Board Member at Cambio

San Francisco, California, United States

Overview

Steve Guttmann is a Principal Emeritus at Guttmann & Blaevoet with over four decades of leadership in sustainable and healthy building design. A LEED Fellow and graduate of UC Santa Barbara, he specializes in decarbonization and energy conservation for complex projects, including hospitals, labs, and museums. He has served on numerous national committees to develop sustainability best practices.

Steve is passionate about addressing climate change, dedicating his time to organizations focused on decarbonization. He is the Board President of the William J Worthen Foundation and an Advisory Board Member at Cambio, a sustainability platform. His personal creed is, "Be the change you want to see in the world. "

Interesting fact: In his youth, he taught Sustainable Lifestyles and Organic Gardening at a farm in Oregon.

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Building Decarbonization
He is the principal investigator for the "Building Decarbonization Practice Guide" and serves on ASHRAE's Building Decarbonization Task Force.
Sustainable Healthcare
He has served on committees developing sustainability guidelines for healthcare facilities and co-authored papers on decarbonizing the health care sector.
Climate Action
He serves as Board President for the William J Worthen Foundation and is an investor and advisor for sustainability tech company Cambio.

Media Appearances

Steven has no verified media appearances

Work History

3-2023
Advisory Board Member at Cambio
4-1986
Principal Emeritus at Guttmann & Blaevoet Consulting Engineers
1-1984 - 4-1986
Engineering Supervisor at Johnson Controls
1-1983 - 1-1984
Applications Engineer at Johnson Controls

Education

1979 - 1983
BS with Honors from UC Santa Barbara
1979 - 1983
BA with Honors from UC Santa Barbara

More Information

Social Presence :

Prographics :

Exp : 43 Location : San Francisco, California, United States Job Level : Senior Designation : Advisory Board Member at Cambio
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Insights For Selling To Steven

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Steven is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Steven

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Steven move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Steven take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Steven

Personality Compatibility


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