Michael Smith

Questioner
DISC Type : c

Head of Digital Services at National Grid

Birmingham, England, United Kingdom

Overview

Michael is a customer-focused IT leader with over two decades of experience, currently serving as the Head of Digital Services at National Grid. He specializes in modernizing and transforming digital IT service spaces, holding ITIL v3 accreditations and leveraging a deep understanding of IT principles and processes to drive strategic change.

Outside of his primary professional role, Michael has shown a keen interest in technological communities and their real-world impact. He has publicly expressed admiration for the global 3D printing community and its collaborative efforts to solve urgent problems, indicating a passion for innovation and grassroots problem-solving.

His teams were finalists for the prestigious itSMF IT Service Management Team of the Year award in both 2015 and 2016.

Personality Overview

Not Easily Convinced

Price-Sensitive

Systematic

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  They prefer to do thorough analysis of any situation. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Digital Transformation
His current role focuses on modernizing and transforming National Grid's digital IT services and he is engaged with the company's "future ways of working".
IT Service Management
A core area of his 20+ year career, supported by multiple ITIL certifications and his teams being two-time finalists for a national service management award.
Strategic IT Alignment
He is focused on evolving IT service delivery from a tactical function to a strategic one that enables broader business goals.

Media Appearances

Michael has no verified media appearances

Work History

10-2022
Head of Digital Services at National Grid
9-2022 - 10-2022
Service Delivery Manager at National Grid
1-2022 - 9-2022
Service Delivery Manager at Ultima Business Solutions
8-2019 - 1-2022
Service Delivery Manager at Capita Technology Solutions
11-2013 - 7-2019
Service Delivery Manager at NTT DATA UK

Education

1989 - 1992
Education details unavailable from Halesowen College
1987 - 1989
Education details unavailable from Earls High School

More Information

Social Presence :

Prographics :

Exp : 12 Location : Birmingham, England, United Kingdom Job Level : Mid-senior Designation : Head of Digital Services at National Grid
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Emphasize on objective proof of ROI, help them do a thorough evaluation
  • Emphasise more on facts and measurable benefits
  • Share as much information as possible regarding your product

DONT's

  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them
  • Avoid rushing them, be polite and patient

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 some risk if they are confident that they have analyzed the circumstances well.


You And Michael

Personality Compatibility


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