Malcolm Francis

Commander
DISC Type : D

Director Service Delivery at Cognizant

Towaco, New Jersey, United States

Overview

Malcolm has no verified overview

Personality Overview

Very Quick

Strong-Willed

Risk-Taker

They are not always relationship oriented.  They prefer to be the ones controlling the conversation or defining the terms. They take a lot of pride in personal achievements.

Topics They Care About

Malcolm has no verified topics they care about

Media Appearances

Malcolm has no verified media appearances

Work History

1-2021
Director Service Delivery at Cognizant
1-2017 - 12-2020
Associate Director Service Delivery at Cognizant
6-2016 - 1-2017
Associate Director Sercice Delivery at Cognizant
9-2013 - 6-2016
Senior Manager- Delivery at Cognizant
10-2010 - 8-2013
Senior Manager for UK operations at Wipro Limited

Education

1989 - 1992
Diploma in Mechnical Engineering from Department of Technical Education, Karnataka

More Information

Social Presence :

Prographics :

Exp : 34 Location : Towaco, New Jersey, United States Job Level : Mid-senior Designation : Director Service Delivery at Cognizant
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Objectively showcase the impact that your product creates
  • Hold your ground without indulging in one-upmanship
  • Use phrases like ‘it’s your decision’, ‘strategic impact’ etc.

DONT's

  • Don’t focus on process and rules, give the impression of being a ‘gets it done’ person
  • Do not hesitate from asking counter questions, just avoid challenging their authority
  • Don’t be in a rush to invite them for a social meet and greet

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

  • Confidence in impact is paramount to them, followed by a sense of achievement and ROI.
  • Will you ever get a clear answer from Malcolm

  • If they decide not to go ahead, they will say no without hesitation.

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • They can reach decisions fairly quickly if they are convinced.
  • Can Malcolm take some risk or not?

  • They don’t mind risks but can be quite binary about them.

You And Malcolm

Personality Compatibility


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