Cathy Williams

Questioner
DISC Type : c

Chief Financial Officer at Illinois Tollway

Downers Grove, Illinois, United States

Overview

Cathy has no verified overview

Personality Overview

Cautious & Analytical

Systematic

Value Seeker

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. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Cathy has no verified topics they care about

Media Appearances

Cathy has no verified media appearances

Work History

3-2020
Chief Financial Officer at Illinois Tollway
2011 - 3-2020
Deputy Chief of Finance at Illinois Tollway
2005 - 2010
Partner at Cityfront Capital Partners
1998 - 2005
Managing Director/One Equity Partners at JP Morgan (and predecessor organizations)
1-1990 - 1-1998
Vice President/Asset Liability Management at First Chicago NBD Corporation

Education

1995 - 1997
Master of Business Administration (MBA) from The University of Chicago Booth School of Business
Bachelor of Business Administration - BBA from Roosevelt University

More Information

Social Presence :

Prographics :

Exp : 36 Location : Downers Grove, Illinois, United States Job Level : Leadership Designation : Chief Financial Officer at Illinois Tollway
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Insights For Selling To Cathy

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
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid rushing them, be polite and patient
  • 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 Cathy 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 Cathy

  • 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 Cathy move?

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

  • Can Cathy take some risk or not?

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

You And Cathy

Personality Compatibility


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