Malcolm Joy

Examiner
DISC Type : cs

Lead Partner at Frazier & Deeter UK LLP

United Kingdom

Overview

Malcolm Joy is the founder and Lead Partner of Frazier & Deeters UK practice, an award-winning expert in international tax with over 25 years of experience. He specializes in advising fast-growing, mid-market businesses, particularly in the tech and life sciences sectors, on cross-border expansion between the UK and US.

He is a graduate of the University of Hull and holds ACA and CTA certifications as a Chartered Accountant and Tax Adviser.

Personality Overview

Status Quo Seeker

Process Oriented

Late Adopter

They are always well-planned and adopt a systematic approach.  Being observant comes to them naturally. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Cross-Border Business
Founded Frazier & Deeter's UK office to support multinational clients and businesses navigating Anglo/US trade opportunities, especially post-Brexit.
Life Sciences Sector
He has a specific focus on supporting biotech and life science companies with their complex tax, R&D claims, and international structuring needs.
International Tax
Recognized as an expert on international tax and transfer pricing, he has appeared on media outlets like the BBC to discuss global tax policy.

Media Appearances

Malcolm has no verified media appearances

Work History

3-2019
Lead Partner at Frazier & Deeter UK LLP
1-2006 - 3-2019
Tax Partner at BDO LLP
1990 - 2005
Tax Director at Ernst & Young LLP

Education

1983 - 1987
Bachelor of Arts (BA) from University of Hull
1977 - 1983
Education details unavailable from Merchant Taylors School Crosby

More Information

Social Presence :

Prographics :

Exp : 36 Location : United Kingdom Job Level : Senior Designation : Lead Partner at Frazier & Deeter UK LLP
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • Be firm in your communication and stay in control

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm 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 Malcolm

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

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

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

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

You And Malcolm

Personality Compatibility


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