Michael Shanks (ISEP Full Member and CEnv)

Inspirer
DISC Type : di

Head of Environment at Southern Water

United Kingdom

Overview

Michael is a senior sustainability professional with extensive experience in the utilities and infrastructure sectors, currently serving as Head of Environment at Southern Water. He holds an MSc from The University of Manchester and is a Chartered Environmentalist (CEnv).

Based on his interests, he appears to follow current events and business news, engaging with content from sources like BBC News and the Harvard Business Review.

He has provided environmental leadership for some of the UKs most significant infrastructure projects, including High Speed Two (HS2) and East West Rail.

Personality Overview

Confident & Optimistic

Achievment Oriented

Fast Adopter

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

Topics They Care About

ESG Strategy
In his senior roles at Southern Water and Balfour Beatty, he focuses on leading, developing, and embedding corporate ESG strategy to drive performance improvements.
Infrastructure Sustainability
His career includes leading environmental sustainability for major national projects like High Speed Two (HS2) and East West Rail.
Environmental Leadership
He has a strong track record of providing functional environmental leadership within large, complex organizations like British Gas and Balfour Beatty.

Media Appearances

Michael has no verified media appearances

Work History

3-2023
Head of Environment at Southern Water
4-2022 - 3-2023
Head of Environment and Sustainability at Balfour Beatty plc
12-2018 - 6-2022
Head of Environmental Impact at East West Rail
2-2016 - 6-2022
Head of Environment at High Speed Two (HS2) Ltd
10-2014 - 6-2022
Head of Environment at British Gas (part of Centrica plc)

Education

MSc from The University of Manchester
BSc (Hons) 2(I) from University of Leeds

More Information

Social Presence :

Prographics :

Exp : 29 Location : United Kingdom Job Level : Mid-senior Designation : Head of Environment at Southern Water
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Get them to a point where they are ready to bat for your product internally
  • Keep your pitch focused on the impact but insert some anecdotes into it
  • Refer to testimonials from well known people to highlight the value of your product

DONT's

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

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Michael

  • They are not shy of saying no if they do not develop trust in your product.

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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