Melvyn Sykes

Questioner
DISC Type : c

Program Manager at Chess Dynamics

Plymouth, England, United Kingdom

Overview

Melvyn Sykes is an experienced Programme Manager at Chess Dynamics, specializing in the defence sector. His career is built on a successful transition from the Royal Navy, where he was a Warrant Officer, to senior roles at Babcock International and now Chess Dynamics. He focuses on delivering improved capability to the end-user through stringent change and continuous improvement initiatives.

His education includes a Higher National Diploma and studies in Information Technology at The Open University, complementing his extensive practical experience.

After a full career in the Royal Navy, he successfully transitioned into a senior civilian programme management role.

Personality Overview

Not Easily Convinced

Value Seeker

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 are more likely than others to negotiate on pricing and terms.

Topics They Care About

Defence Programmes
His entire career, from the Royal Navy to roles at Babcock and Chess Dynamics, has revolved around managing complex defence projects and delivering improved capability.
Veteran Transition
He has successfully moved from a long and distinguished military career into a senior civilian role, a path he has expressed gratitude for.
Continuous Improvement
His professional summary highlights a stringent focus on implementing change and continuous improvement initiatives to drive business growth and better outcomes.

Media Appearances

Melvyn has no verified media appearances

Work History

11-2024
Program Manager at Chess Dynamics
9-2015 - 12-2024
Programme Manager at Babcock International Group
1-1987 - 9-2015
Warrant Officer 1 Communications Technician at Royal Navy

Education

2010 - 2013
Higher National Diploma from The Open University
Information Technology from The Open University

More Information

Social Presence :

Prographics :

Exp : 39 Location : Plymouth, England, United Kingdom Job Level : Middle Designation : Program Manager at Chess Dynamics
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Insights For Selling To Melvyn

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • 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 Melvyn 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 Melvyn

  • 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 Melvyn move?

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

  • Can Melvyn take some risk or not?

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


You And Melvyn

Personality Compatibility


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