Tracy Gay

Questioner
DISC Type : c

Associate Principal / Business Development Leader at Arup

Los Angeles Metropolitan Area, United States

Overview

Tracy has no verified overview

Personality Overview

Value Seeker

Cautious & Analytical

Systematic

It is quite likely of them to ask for pricing or other concessions.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to analyze every situation thoroughly.


Topics They Care About

Tracy has no verified topics they care about

Media Appearances

Tracy has no verified media appearances

Work History

1-2023
Associate Principal / Business Development Leader at Arup
2-2019 - 1-2023
Director of Business Development at Affiliated Engineers, Inc.
11-2015 - 2-2019
President at Strategic Mark Consulting
8-2012 - 5-2015
Western Region Healthcare Business Development Director at HDR
10-2007 - 7-2012
Director of Healthcare Business Development at HKS

Education

1987 - 1990
Bachelor's Degree from University of Wisconsin-Madison

More Information

Social Presence :

Prographics :

Exp : 18 Location : Los Angeles Metropolitan Area, United States Job Level : Mid-senior Designation : Associate Principal / Business Development Leader at Arup
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Insights For Selling To Tracy

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Keep some extra margin in hand as they will likely negotiate the pricing
  • 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 Tracy 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 Tracy

  • 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 Tracy move?

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

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


You And Tracy

Personality Compatibility


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