Michael Malcolm

Critic
DISC Type : C

Manager, IT Compliance and Advisory at Just Energy

Waterloo, Ontario, Canada

Overview

Michael has no verified overview

Personality Overview

Negotiator

Critic

Precise

They don’t appreciate bells and whistles unless backed by data.  They are quite likely to negotiate on pricing or other key terms. They prefer to analyze logically and value objective facts over emotions.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

10-2021
Manager, IT Compliance and Advisory at Just Energy
10-2016 - 10-2021
IT Audit Manager at OpenText
9-2013 - 8-2016
Senior Auditor - Systems at University of Guelph
4-2013 - 9-2013
SOX IT Consultant at CIBC
8-2006
Associate faculty at Conestoga College

Education

1989 - 1993
M Sc from University of the West Indies, St. Augustine Campus
1984 - 1988
B Sc from University of the West Indies, St. Augustine Campus

More Information

Social Presence :

Prographics :

Exp : 19 Location : Waterloo, Ontario, Canada Job Level : Middle Designation : Manager, IT Compliance and Advisory at Just Energy
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Be formal and objective, they will appreciate it more
  • 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 try to give too many examples of other users, they like to make their own decisions
  • Do not use very emotional or colorful language
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proof of ROI, low pricing and objective proof points are the important factors for them.
  • Will you ever get a clear answer from Michael

  • They do not mind saying no if they believe that it is the right 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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