Michael MacKinnon CA, MPAcc

Questioner
DISC Type : c

Director, Office of the CIO, Digital & Information Technology at Suncor

Calgary, Alberta, Canada

Overview

Michael has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

They are more likely than others to negotiate on pricing and terms.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. They prefer to fully evaluate every situation.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

2-2023
Director, Office of the CIO, Digital & Information Technology at Suncor
10-2020 - 2-2023
Director, Vendor Management Office, Digital & Information Technology at Suncor
6-2018 - 10-2020
Manager Supply Chain, Digital Projects at Suncor
1-2016 - 6-2018
Manager Supply Chain, Corporate Consulting & Professional Services at Suncor
6-2015 - 1-2016
Supply Chain, Contracts Manager, Lodging at Suncor

Education

Bachelor of Commerce from Dalhousie University
Advanced Negotiations (Theory & Practical) from Harvard Law School

More Information

Social Presence :

Prographics :

Exp : N/A Location : Calgary, Alberta, Canada Job Level : N/A Designation : Director, Office of the CIO, Digital & Information Technology at Suncor
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • If you have a lower priced product compared to the competition, call out the same
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael 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 Michael

  • 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 Michael move?

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

  • Can Michael take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Michael

Personality Compatibility


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