Michael Cassidy

Critic
DISC Type : C

Director, Secured & Assured Systems (S&AS) at Draper

Arlington, Virginia, United States

Overview

Michael has no verified overview

Personality Overview

Critic

Information Seeker

Precise

They like to do things independently and don’t look for support from others.  They are quite likely to negotiate on pricing or other key terms. They don’t appreciate bells and whistles unless backed by data.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

12-2024
Director, Secured & Assured Systems (S&AS) at Draper
4-2024 - 11-2024
Senior Program Manager at Draper
8-2022
Executive Director at National Security Career & Leadership Institute
8-2022 - 3-2024
Microelectronics System Lead at The Johns Hopkins University Applied Physics Laboratory
5-2015 - 6-2021
Program Manager at Foreign Resource Development Associates, LLC

Education

1994 - 1998
B.S. from Georgetown University
2007 - 2008
M.A. from The Fletcher School at Tufts University

More Information

Social Presence :

Prographics :

Exp : 11 Location : Arlington, Virginia, United States Job Level : Mid-senior Designation : Director, Secured & Assured Systems (S&AS) at Draper
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be ready for penetrating questions and critical examination of your pitch
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Don’t rush them till they have clearly gotten all the necessary information
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proven ROI, pricing and objective proof points are the factors that sway their decision.
  • Will you ever get a clear answer from Michael

  • They are comfortable saying no if they are convinced that it is the correct decision.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They are neither the fastest nor the slowest decision makers, they are somewhere in the middle.
  • Can Michael take some risk or not?

  • They can bear some risk if their analysis backs the decision.

You And Michael

Personality Compatibility


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