Michael Ness

Questioner
DISC Type : c

Growth Leader at River Hawk Consulting LLC

Arlington, Virginia, United States

Overview

Michael has no verified overview

Personality Overview

Systematic

Value Seeker

Not Easily Convinced

They prefer to analyze every situation thoroughly.
  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Michael has no verified topics they care about

Media Appearances

Michael has no verified media appearances

Work History

5-2023
Growth Leader at River Hawk Consulting LLC
5-2018 - 3-2023
Partner at Guidehouse
6-2009 - 4-2018
Director at PwC
5-2003 - 5-2009
Manager - Advisory Services at KPMG LLP
5-2002 - 5-2003
Change Management Specialist at Electronic Data Systems

Education

1996 - 2000
BS from RPI Lally School of Management
1994 - 1996
Education details unavailable from Morristown Beard School

More Information

Social Presence :

Prographics :

Exp : 23 Location : Arlington, Virginia, United States Job Level : Senior Designation : Growth Leader at River Hawk Consulting LLC
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Emphasise more on facts and measurable benefits
  • Back up any claims with data and numbers
  • If you have a lower priced product compared to the competition, call out the same

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?

  • They can take risk if they are convinced that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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