Peter McHugh

Questioner
DISC Type : c

Chief Legal Officer at Biotechnology Innovation Organization

Manassas, Virginia, United States

Overview

Peter has no verified overview

Personality Overview

Systematic

Price-Sensitive

Value Seeker

They prefer to fully evaluate every situation.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They are more likely than others to negotiate on pricing and terms.

Topics They Care About

Peter has no verified topics they care about

Media Appearances

Peter has no verified media appearances

Work History

1-2021
Chief Legal Officer at Biotechnology Innovation Organization
1-2023
General Counsel & Senior Vice President Legal at Biotechnology Innovation Organization
Vice President, Business Operations / Business Strategies at Biotechnology Industry Organization
Deputy GC & Compliance Officer at Biotechnology Industry Organization
Managing Counsel at American Chemistry Council & American Plastics Council

Education

1991 - 1994
Doctor of Law (J.D.) from University of Virginia School of Law
1989 - 1991
MBA from University of Virginia Darden School of Business

More Information

Social Presence :

Prographics :

Exp : 5 Location : Manassas, Virginia, United States Job Level : Leadership Designation : Chief Legal Officer at Biotechnology Innovation Organization
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Insights For Selling To Peter

During A Call Or A Meeting

DO's

  • Back up any claims with data and numbers
  • Emphasise more on facts and measurable benefits
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Avoid rushing them, be polite and patient
  • 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 Peter 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 Peter

  • 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 Peter move?

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

  • Can Peter take some risk or not?

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

You And Peter

Personality Compatibility


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