Mike McFarlane

Observer
DISC Type : ci

Lead Advisor, Pilko.AI at Pilko & Associates, Digital Ghillie LLC

United States

Overview

Mike McFarlane is an advisor for Pilko & Associates and a board trustee for the AI Applied Consortium, specializing in digital transformation for the chemical and energy sectors. With over 35 years of experience, including as a director at BASF, he helps companies develop digital strategies. He holds a PhD in Chemistry from the University of St Andrews.

Mike is dedicated to bridging the gap between academia and industry to solve real-world problems with AI. He actively participates in symposiums and engages with students and faculty at institutions like DePaul University, focusing on workforce development and fostering innovation by connecting with colleagues to explore critical topics.

He is a published researcher and a patent holder, leveraging his deep experience to drive operational excellence.

Personality Overview

Example Seeker

Curious

Assertive

They are likely to ask many questions and look heavily for supporting information.  They are generally good communicators and can be hard to convince. They can sound friendly and charming but can quickly change gears to become inquisitive and probing.

Topics They Care About

Industrial AI & Digitalization
His career at BASF and current advisory roles at Pilko. AI and Digital Ghillie LLC focus on implementing digital and AI solutions in manufacturing and high-risk industries.
Operational Risk Management
As an advisor for Pilko & Associates, he helps energy and chemical industry leaders mitigate operational, environmental, health, and safety (EH&S) risks.
Workforce Development
He is a Board Trustee of the AI Applied Consortium, actively engaging with universities like DePaul to connect with students and shape the future workforce.

Media Appearances

Mike has no verified media appearances

Work History

1-2024
Lead Advisor, Pilko.AI at Pilko & Associates, Digital Ghillie LLC
7-2019 - 7-2023
Director , Digitalization of Production and Technology in NA at BASF
12-2014 - 7-2019
Site Development Director at BASF
8-2009 - 12-2014
Site Director at BASF
2006 - 8-2009
Site Director, Bradford, UK at Ciba Specialty Chemicals

Education

1984 - 1987
PhD from University of St Andrews
1980 - 1984
BSc from Abertay University

More Information

Social Presence :

Prographics :

Exp : 29 Location : United States Job Level : Senior Designation : Lead Advisor, Pilko.AI at Pilko & Associates, Digital Ghillie LLC
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Insights For Selling To Mike

During A Call Or A Meeting

DO's

  • Share testimonials from known people and give multiple examples of product value
  • Help them understand the risk aspect fully while inspiring confidence
  • Help them realize that there is no personal risk in making this decision

DONT's

  • Don’t brush off any concerns, take all questions seriously
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t try to rush them into a decision, provide all necessary information first

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mike is

  • Proven value, strong testimonials are important to them, relationships will have some weightage.
  • Will you ever get a clear answer from Mike

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Mike move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Mike take some risk or not?

  • They evaluate their decisions systematically and are less likely to take risks.

You And Mike

Personality Compatibility


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