Michael Gullo

Doer
DISC Type : sd

Vice President, Policy at Business Council of Canada

Ottawa, Ontario, Canada

Overview

Michael Gullo is the Vice President of Policy at the Business Council of Canada, specializing in advancing national policy and advocacy objectives. He leverages deep expertise in supply chain, climate, and competitiveness policy, drawing from his MES at Dalhousie University. Colleagues describe him as knowledgeable, articulate, and analytical.

He has authored several papers, including one on how Canada’s railways can help address climate change and another on Canadian rail activity during the NAFTA era.

Personality Overview

Risk-Accepting

Strategic Planner

Results Focused

They are very professional in their approach and can weigh multiple perspectives together.  They exhibit a rare combination of being result-oriented but patient at the same time. Reading between the lines and seeing beyond your words comes naturally to them.

Topics They Care About

Canadian Competitiveness
His work focuses on leveraging Canada’s energy, agri-food, and critical minerals to strengthen its position on the global stage, as detailed in recent reports.
Energy and Resource Policy
Frequently writes and speaks on the need for strategic policy to unlock Canada's energy and resource wealth, a central theme in his recent articles.
Supply Chain & Rail
Has extensive experience from his time at the Railway Association of Canada, where he advocated for market-based forces to drive freight rail transportation.

Media Appearances

Strategic policy leadership. Featured in Business Council of Canada

See Now

Work History

7-2020
Vice President, Policy at Business Council of Canada
8-2018 - 5-2020
Senior Director, Policy and Public Affairs at Railway Association of Canada
8-2012 - 8-2018
Director, Policy, Economic and Environmental Affairs at Railway Association of Canada
6-2011 - 8-2012
Assurance Practice Manager at Stratos Inc.
5-2008 - 6-2011
Senior Consultant at Stratos Inc.

Education

2002 - 2005
MES from Dalhousie University
1998 - 2000
BES from University of Waterloo

More Information

Social Presence :

Prographics :

Exp : 23 Location : Ottawa, Ontario, Canada Job Level : Senior Designation : Vice President, Policy at Business Council of Canada
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Suggest clear next steps with confidence, don't be vague or hesitant
  • Use phrases like 'your team deserves', 'best in class' etc.
  • You can spend time on BANT (or other qualification methodology) but keep it to the point

DONT's

  • Avoid putting conscious effort into relationship-building
  • Don't go over them unless you are left with no other option
  • Don't shy away from asking hard questions, but be extra polite

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Michael

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Michael take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Michael

Personality Compatibility


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