Thomas Lutsch

Questioner
DISC Type : c

deputy Head Central Procurement IT ; Strategic IT Procurement Manager at ADAC

Bavaria, Germany

Overview

Thomas has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Systematic

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Thomas has no verified topics they care about

Media Appearances

Thomas has no verified media appearances

Work History

10-2020
deputy Head Central Procurement IT ; Strategic IT Procurement Manager at ADAC
4-2019 - 9-2020
Strategic IT Procurement Manager - Central Procurement IT at ADAC
10-2016 - 3-2019
IT License & Contract Manager at IT for Intellectual Property Management GmbH (IT4IPM) / GEMA
6-2013 - 9-2016
IT Asset & License Manager at Sky Deutschland Fernsehen GmbH & Co. Kg
8-2010 - 5-2013
Supervisor License Desk at Tech Data Deutschland GmbH & Co. OhG

Education

2007 - 2008
gepr. Wirtschaftsfachwirt IHK from IHK München
2003 - 2003
with Certificates from Sprachenschule Chicago USA

More Information

Social Presence :

Prographics :

Exp : 17 Location : Bavaria, Germany Job Level : Middle Designation : deputy Head Central Procurement IT ; Strategic IT Procurement Manager at ADAC
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Insights For Selling To Thomas

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Thomas 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 Thomas

  • 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 Thomas move?

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

  • Can Thomas take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Thomas

Personality Compatibility


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