Mike Cassel

Questioner
DISC Type : c

VP Regulatory & Government Affairs at Chesapeake Utilities Corporation

Fernandina Beach, Florida, United States

Overview

Mike has no verified overview

Personality Overview

Cautious & Analytical

Value Seeker

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  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

Mike has no verified topics they care about

Media Appearances

Mike has no verified media appearances

Work History

1-2022
VP Regulatory & Government Affairs at Chesapeake Utilities Corporation
3-2019 - 1-2022
AVP, Regulatory & Governmental Affairs at Chesapeake Utilities Corporation
1-2015 - 3-2019
Director, Regulatory & Governmental Affairs - Florida Public Utilities at Chesapeake Utilities Corporation
12-2006 - 3-2008
Sr. Finance Manager at JPMorgan Chase
9-2004 - 12-2006
Sr. Finance Manager at CSC

Education

Master of Jurisprudence Energy Law from The University of Tulsa College of Law
2016 - 2019
Master of Jurisprudence from The University of Tulsa

More Information

Social Presence :

Prographics :

Exp : 20 Location : Fernandina Beach, Florida, United States Job Level : Senior Designation : VP Regulatory & Government Affairs at Chesapeake Utilities Corporation
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Back up any claims with data and numbers
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike 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 Mike

  • 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 Mike move?

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

  • Can Mike take some risk or not?

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

You And Mike

Personality Compatibility


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