Keith Norton

Visionary
DISC Type : Ds

Managing Director at MASS

Hook, England, United Kingdom

Overview

Keith Norton is the Managing Director of MASS, a Cohort Group subsidiary, with over 40 years of experience leading complex telecoms, government, and defence programmes. A founder of Inflexion Point Consulting, he holds a First Class BSc from Brunel University and is a Chartered Engineer and Fellow of the IET. Colleagues describe him as a skilled leader and strategic planner.

Outside of his executive roles, Keith shows a keen interest in geopolitical strategy, recently recommending a book on the future of global conflict. He also follows developments in space exploration, sharing updates on missions like Artemis II, and attends events at Londons Cavalry & Guards Club.

At L3Harris, he successfully integrated two major defence businesses post-acquisition while simultaneously driving over 400% growth in European sales.

Personality Overview

Big Vision Person

Objective Evaluator

Early Adopter

Reading between the lines and seeing beyond your words comes naturally to them.  They might take some time to make their mind up but once they do, they don't change it easily. They exhibit a rare combination of being result-oriented but patient at the same time.

Topics They Care About

Strategic Growth
His current mandate is to accelerate MASS's growth strategy. He also founded a consulting firm focused on strategic planning and execution to take businesses to the next level.
AI in Defence
He has stated his focus is to drive innovation in cognitive computing and AI within the defence sector to accelerate market opportunities for his current company.
Data to Information
His company, MASS, specializes in converting vast amounts of data into actionable information, a key focus he highlighted upon his appointment as Managing Director.

Media Appearances

MASS appoints Keith Norton as Managing Director. Featured in Cohort plc

See Now

Work History

1-2025
Managing Director at MASS
4-2016 - 12-2023
VIce President Europe/Canada - Communications Systems at L3Harris Technologies
11-2015 - 1-2019
Non Executive Director - Effective Space Solutions UK/IRL at Effective Space
12-2013 - 4-2016
Chief Executive Officer - Trilogy Communications Limited at Trilogy Communications Limited
8-2012 - 1-2025
Managing Director & Founder | Inflexion Point Consulting Limited at Inflexion Point Consulting Ltd

Education

1977 - 1981
BSc (Hons) 1st Class from Brunel University of London

More Information

Social Presence :

Prographics :

Exp : N/A Location : Hook, England, United Kingdom Job Level : N/A Designation : Managing Director at MASS
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Insights For Selling To Keith

During A Call Or A Meeting

DO's

  • Use phrases like 'your team deserves', 'best in class' etc.
  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • During followups, use phone or text if needed, they should be fine

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Keith is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Keith

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Keith move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Keith take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Keith

Personality Compatibility


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