Frank Von Willert

Examiner
DISC Type : cs

Client Capabilities Director, Global Travel, Logistics & Infrastructure at McKinsey & Company

Berlin Metropolitan Area, Germany

Overview

Frank has no verified overview

Personality Overview

Unexpressive

Process Oriented

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Frank has no verified topics they care about

Media Appearances

Frank has no verified media appearances

Work History

1-2024
Client Capabilities Director, Global Travel, Logistics & Infrastructure at McKinsey & Company
7-2019 - 12-2023
Director of Strategy & Operations, Global Travel, Logistics & Infrastructure at McKinsey & Company
7-2011 - 7-2019
Senior Practice Manager, Capital Projects & Infrastructure Practice at McKinsey & Company
7-2010 - 6-2011
Practice Manager, Capital Productivity Practice at McKinsey & Company
8-2007 - 6-2010
Practice Manager at McKinsey & Company

Education

1998 - 2002
Ph.D. from Penn State University
1992 - 1997
Diplom from University of Bayreuth

More Information

Social Presence :

Prographics :

Exp : 22 Location : Berlin Metropolitan Area, Germany Job Level : Mid-senior Designation : Client Capabilities Director, Global Travel, Logistics & Infrastructure at McKinsey & Company
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Insights For Selling To Frank

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Frank is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Frank

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Frank move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Frank take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Frank

Personality Compatibility


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