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Author Archives: Robert M. Donnelly

Robert M. Donnelly
Robert M. Donnelly is CMO of Flo-Tite Valves & Controls, a U.S. based supplier of valves and components to the process control industry in North America. A coach, educator, and advisor to founders/CEOs of growing firms, he is a serial entrepreneur, having started, grown and sold several technology based businesses. Previously he held executive positions at IBM, Pfizer and Exxon.

Customer Relationship Marketing

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A lot of CEO’s that I have met and helped over the years thought that they were in the product business. Selling products to customers.What I got them to understand that helped them refocus was that you are in the customer business. Your business is about finding, satisfying, delighting and growing the value of a customer.I’d like to share a ...

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Marketing vs. Selling – What’s the difference?

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Creating anything new is exciting. The thought of what a new business might become is exhilarating. The pursuit of that dream is the passion that drives every entrepreneur.However, this euphoria can quickly turn to chaos. Events can overwhelm the inexperienced start-up team. Many founders have watched as their great technology slipped through their hands and was exploited by others who ...

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It’s Lonely At The Top

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CEO’s of growing firms often find themselves in need of someone to turn to for advice on how to deal with a myriad of issues as their businesses grow.No one knows everything and for many entrepreneurial CEO’s this is especially true when it comes to accounting, finance, marketing and even management in some cases. While typically masters of their technology ...

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Why Plan?

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You would think that anyone starting a business would have a well thought out and written business plan – wouldn’t you?How about someone who has been in business for years – maybe? But the truth is that many CEOs of growing firms do not have a well done business plan. Some don’t even have a good budget. Case in point: ...

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It’s Easy To Be Green

As consumers have become more concerned about-and willing to spend money on-personal health and the environment, “green marketing” has created profitable opportunities for both large and small companies. Entrepreneurs who have developed products tailored to the environmental niche have been especially successful. The Body Shop’s Anita Roddick and ice-cream duo Ben Cohen and Jerry Greenfield of Ben & Jerry’s are ...

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Wanted: Technology Expertise

As technology transforms business around the globe, the need for employees with technical expertise becomes ever more critical. Problem is, the U.S. education system isn’t keeping up with demand, turning out a surplus of four-year college graduates who lack the required practical skills. The work force crunch is particularly acute for growing technology-based firms: While Fortune 500 companies typically attract ...

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Soul Brothers And The Future

Founders of companies rarely do it alone. Most go into business with one or more colleagues or friends. Some high profile examples are the Steves, Wozniak and Jobs, who started Apple Computer; and Ben and Jerry, who went into the ice cream business. I call these entrepreneurial pioneers the “founder and the soul brothers.”In a company’s early years, the founder ...

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Keeping Up With The Customer

Many companies, large and small, think they can sell the same goods and services to the same buyers forever. Founders of these short-sighted firms don’t realize that customer demand changes. Moreover, there are many groups of customers, each with its own requirements. Growing firms must design products to satisfy this ever broadening range of end users, whether that means making ...

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