Bob Brumley

Questioner
DISC Type : c

CEO at Laser Light Communications

Washington DC-Baltimore Area, United States

Overview

Bob Brumley is the CEO of Laser Light Companies, drawing on extensive experience in the satellite and telecommunications sectors. A graduate of the University of Tennessee College of Law, he previously served as CEO for multiple TerreStar Network entities, showcasing his expertise in leading global communications companies.


He has directly engaged with hundreds of government procurement officers, presenting on the intersection of government needs and commercial innovation in the satellite industry.

Personality Overview

Cautious & Analytical

Value Seeker

Systematic

It is quite likely of them to ask for pricing or other concessions.  They prefer to do thorough analysis of any situation. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Optical Satellite Networks
As CEO of Laser Light, he is focused on building all-optical satellite communication systems and is actively seeking vendors for laser telescopes and ground stations.
Emerging Market Connectivity
He has driven strategic partnerships to expand network infrastructure across Africa and the Caribbean, working with data centers and local providers.
Govt-Commercial Partnerships
He has a history of presenting to government procurement officials on how to better leverage commercial innovation for government contracts.

Media Appearances

ITW Insights 2022: Bob Brumley, CEO, Laser Light Communications. Featured in YouTube (ITW Insights)

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ITW Insights 2022: Bob Brumley, CEO, Laser Light Communications. Featured in Capacity Global (Capacity TV)

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Work History

8-2012
CEO at Laser Light Communications
6-2005 - 4-2008
President & CEO at TerreStar Networks
4-2002
Senior Managing Director at Marble Arch Partners, LLC
11-1999 - 7-2002
Exectuve Vice President, Strategy and Corporate Development at Cambrian Communications
8-1997 - 4-1999
Vice President Corporate Development (Region Americas) at Deutsche Telekom

Education

1974 - 1977
Doctor of Law - JD from University of Tennessee Winston College of Law
1972 - 1974
Bachelor of Science - BS from East Tennessee State University

More Information

Social Presence :

Prographics :

Exp : 51 Location : Washington DC-Baltimore Area, United States Job Level : Leadership Designation : CEO at Laser Light Communications
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Insights For Selling To Bob

During A Call Or A Meeting

DO's

  • 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
  • Back up any claims with data and numbers

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Avoid rushing them, be polite and patient

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Bob is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Bob

  • 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 Bob move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Bob take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Bob

Personality Compatibility


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