Terence Kawaja

Questioner
DISC Type : c

Founder & CEO at LUMA Partners

New York, New York, United States

Overview

Terence Kawaja is the Founder and CEO of LUMA Partners, a strategic advisory firm at the intersection of media and technology. With over 30 years of experience as an investment banker, he has advised on transactions totaling more than $300 billion. He holds both a JD and an MBA from York University.

Outside of work, Terence enjoys skiing and various water sports. Known for his straightforward style and sense of humor, he is a popular speaker at industry conferences and also guest lectures at universities like Stanford and Columbia. He lives in New York City with his wife and their two sons.

Often called "the Jon Stewart of investment banking, " he is famous for creating the LUMAscape charts that visually simplify the complex digital media ecosystem.

Personality Overview

Price-Sensitive

Systematic

Cautious & Analytical

They prefer to do thorough analysis of any situation.  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.

Topics They Care About

Media & Tech M&A
As a seasoned investment banker, he has advised on pivotal deals for companies like AOL, AT&T, and Comcast, leveraging deep industry knowledge to provide strategic guidance.
AI in Advertising
He believes AI is a "game changer" for the ad industry, creating his AI LUMAscape and frequently speaking on AI's potential to enhance advertising efficacy.
Mapping Digital Ecosystems
Creator of the influential LUMAscape charts, which are widely used to navigate the complex ad tech, martech, and digital content landscapes.

Media Appearances

Terence has no verified media appearances

Work History

8-2010
Founder & CEO at LUMA Partners
4-2007 - 8-2010
Managing Director at GCA Savvian Advisors
5-2002 - 1-2007
Managing Director at Stanwick Advisors
5-2001 - 5-2002
Managing Director, Head of Media M&A at Credit Suisse
3-2000 - 3-2001
EVP and CFO at Raindance Communications

Education

1985 - 1989
JD from York University - Osgoode Hall Law School
1985 - 1989
MBA from Schulich School of Business - York University

More Information

Social Presence :

Prographics :

Exp : 25 Location : New York, New York, United States Job Level : Leadership Designation : Founder & CEO at LUMA Partners
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Insights For Selling To Terence

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Terence is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Terence

  • 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 Terence move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Terence take some risk or not?

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


You And Terence

Personality Compatibility


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