Mary McKenzie CEng FICE

Questioner
DISC Type : c

Deputy Director Built Environment Sector Lead at Cabinet Office

Folkestone, England, United Kingdom

Overview

Mary has no verified overview

Personality Overview

Not Easily Convinced

Cautious & Analytical

Price-Sensitive

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to do thorough analysis of any situation.

Topics They Care About

Mary has no verified topics they care about

Media Appearances

Mary has no verified media appearances

Work History

5-2022
Deputy Director Built Environment Sector Lead at Cabinet Office
5-2020 - 5-2022
Regional Director (South) at Project Centre Ltd
2-2019 - 5-2020
Technical Director (Highways and Public Realm) at Project Centre Ltd
8-2018 - 12-2018
Technical Director (Highways) and Group Manager at WSP
5-2013 - 8-2018
Major Capital Programme Manager (Highways, Transportation and Waste) at Kent County Council

Education

1990 - 1994
Bachelor of Engineering (B.Eng.) from University of Portsmouth

More Information

Social Presence :

Prographics :

Exp : 32 Location : Folkestone, England, United Kingdom Job Level : Senior Designation : Deputy Director Built Environment Sector Lead at Cabinet Office
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Insights For Selling To Mary

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mary is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Mary

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mary move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Mary take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Mary

Personality Compatibility


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