Moira Goulmy

Questioner
DISC Type : c

Senior Expert/Associate Partner at McKinsey & Company

Haarlem, North Holland, Netherlands

Overview

Moira Goulmy is a Senior Expert and Associate Partner at McKinsey & Company, where she leads the EMEA Airports Sector. An alumna of Leiden University, she specializes in airport operations, M&A, and privatization, with a focus on strategy and growth for monopoly assets. She is a published author on the future of aviation.

Based on her engagement with social pioneers and their challenges, Moira appears to have a keen interest in social innovation and entrepreneurship. She follows developments around forward-thinking leaders who are driving societal change and overcoming obstacles to create a better future.

Moira has co-authored reports for both McKinsey and the World Economic Forum on advanced air mobility and hydrogen-powered flight.

Personality Overview

Not Easily Convinced

Price-Sensitive

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  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.

Topics They Care About

Future of Aviation
Co-authored multiple articles and reports on advanced air mobility, sustainable aviation, and the infrastructure for battery and hydrogen-powered flight.
Airport Operations
Leads McKinsey's EMEA Airports Sector, advising clients on operations, commercial revenues, strategy, and regulation.
Infrastructure M&A
Specializes in mergers, acquisitions, and the privatization of large-scale infrastructure and monopoly assets like airports.

Media Appearances

Moira Goulmy | McKinsey & Company. Featured in McKinsey & Company – Our People

See Now

Work History

5-2016
Senior Expert/Associate Partner at McKinsey & Company
5-1997 - 2-2016
Infrastructure Expert at McKinsey & Company
1-1991 - 5-1997
Project Analyst at J P Knight International

Education

1990 - 1994
M from Leiden University
1985 - 1989
BA from University of Sussex

More Information

Social Presence :

Prographics :

Exp : 34 Location : Haarlem, North Holland, Netherlands Job Level : N/A Designation : Senior Expert/Associate Partner at McKinsey & Company
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Insights For Selling To Moira

During A Call Or A Meeting

DO's

  • If you have a lower priced product compared to the competition, call out the same
  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

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
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Moira 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 Moira

  • 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 Moira move?

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

  • Can Moira take some risk or not?

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

You And Moira

Personality Compatibility


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