Michael Farmer

Inspirer
DISC Type : id

Columnist at Substack: C-Suite Blues

New York City Metropolitan Area, United States

Overview

Michael Farmer is an acclaimed author, columnist, and Chairman & CEO of Farmer & Company, focusing on improving brand performance. A former director at Bain & Company and consultant at BCG, he holds an MBA with highest honors from Harvard Business School and an A. B. from Princeton University.

Outside of his extensive professional life, Michael has lived and worked in numerous countries including Brazil, France, and Germany. He enjoys practicing piano, hot yoga, going to the gym, taking language lessons, and visiting France as often as possible.

He served for five years as an officer in the US Navy, first aboard destroyers and subsequently as a Professor of Naval Science at Iowa State University.

Personality Overview

Confident & Optimistic

Achievment Oriented

Generous

They don’t mind taking a stand if they believe in something.  They measure a product on its merit but can be influenced by strong testimonials. They usually prefer to drive the conversation.

Topics They Care About

Ad Industry Decline
Author of "Madison Avenue Manslaughter, " he critically diagnoses the issues of fee-cutting clients, profit-hungry owners, and declining agency performance.
Agency Remuneration
Advocates for transforming agency compensation models, moving away from hourly billing to frameworks based on scope of work, size, and characteristics.
Marketing Transformation
His firm provides executive training and operational support for agency and marketing transformation programs, documented in his book "Madison Avenue Makeover. "

Media Appearances

Michael has no verified media appearances

Work History

5-2020
Columnist at Substack: C-Suite Blues
11-1990
Chairman & CEO at Farmer & Company LLC
1-2016
Adjunct Professor at City University of New York City College
9-2021 - 6-2023
Author at Madison Avenue Makeover: The Transformation of Huge and the Redefinition of the Ad Agency Business
6-2019
Author at Madison Avenue Manslaughter, 3rd Edition (the book)

Education

M.B.A. with highest honors from Harvard Business School
A.B. cum laude from Princeton University

More Information

Social Presence :

Prographics :

Exp : 32 Location : New York City Metropolitan Area, United States Job Level : Leadership Designation : Columnist at Substack: C-Suite Blues
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Look like someone who is on top of their game
  • Acknowledge their status and position during the conversation
  • Keep your pitch focused on the impact but insert some anecdotes into it

DONT's

  • Don’t be too verbose or overly friendly; a little bit, however, is fine
  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don't be unorganized, be prepared for the pitch

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Confidence in the product’s value is critical, followed by relationship and a sense of achievement.
  • Will you ever get a clear answer from Michael

  • They will not hesitate to say no if they do not develop conviction.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They can take fast decisions if they develop conviction in the product and find you trustworthy.
  • Can Michael take some risk or not?

  • They have the capability of taking risky decisions if necessary.

You And Michael

Personality Compatibility


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