Mary Gopsill

Enigma
DISC Type : dic

Director at DXC Technology

London, England, United Kingdom

Overview

Mary Gopsill is a board-level leader and the Director of Defence at DXC Technology, specializing in operational leadership, business transformation, and turnaround scenarios. An MBA graduate from Warwick Business School, she excels at optimizing operational delivery and has extensive experience with high-value government contracts.

Outside of her corporate roles, Mary shows an appreciation for literature, having recently recommended a compelling and pacy book by a contemporary author. She follows developments related to the UK Ministry of Defence, reflecting a personal and professional alignment with the sector.

Mary has seven years of specialized experience in successfully bidding for, winning, mobilizing, and delivering outstanding performance on Category A Government contracts.

Personality Overview

Fast Follower

Persuasive & Assertive

Challenger

They are generally strong communicators and are not easy to convince.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are likely to ask many questions and look heavily for supporting proof as well as information.

Topics They Care About

Defence Strategy
As Director of Defence, she shares content emphasizing that defence is the “insurance policy” for society, indicating a strong belief in its foundational importance.
Business Transformation
Her career is defined by leading change and turnaround in complex environments, including transforming contracts in crisis into acclaimed successes.
Operational Leadership
Colleagues have highlighted her outstanding ability to get the best out of teams, even in demoralized environments, to dramatically improve performance.

Media Appearances

Mary has no verified media appearances

Work History

1-2023
Director at DXC Technology
12-2020 - 2-2023
Transition and Implementation Director at Capita
11-2017 - 12-2020
Commercial Operations Director at MAXIMUS ESD
5-2016 - 11-2017
Director - Contracts at Remploy MAXIMUS
1-2013 - 4-2016
Managing Director at Burnish & Co. Ltd

Education

MBA from University of Warwick - Warwick Business School
BA Jt Hons from University of Nottingham

More Information

Social Presence :

Prographics :

Exp : 37 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Director at DXC Technology
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Insights For Selling To Mary

During A Call Or A Meeting

DO's

  • Leverage 'negging', or the art of asking negative questions like "you must not be convinced yet..."
  • Use a combination of data as well as stories for your pitch, a ppt might not be necessary
  • Use phrases like ‘clear evidence’, ‘data-based results’ etc.

DONT's

  • Don’t try to rush them into a decision, provide all necessary information first
  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Avoid making offhand commitments, understand the root of their concerns first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Mary

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Mary move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Mary take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Mary

Personality Compatibility


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