Rob Grossman

Evaluator
DISC Type : csd

Visiting Senior Lecturer at Cornell Johnson Graduate School of Management

New York, New York, United States

Overview

Rob Grossman is a Visiting Senior Lecturer at Cornells Johnson Graduate School of Management, bringing extensive experience from his time as COO at law firm Paul Hastings and as a Partner at Deloitte Consulting. His expertise is rooted in the strategic and operational management of professional services firms. He holds a B. S. from Cornell and an MBA from Northwesterns Kellogg School.

He specializes in the business of professional services, teaching a dedicated course at Cornell drawn from his real-world leadership experience.

Personality Overview

Hard To Convince

Quality Focused

Thorough Evaluator

They focus on the results, but can still be quite procedural and analytical about how to get there  They are not very likely to become strong advocates of your product or service They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical

Topics They Care About

Law Firm Management
As the former COO of Paul Hastings and leader of Deloitte's Global Law Firm practice, he possesses deep expertise in the operational and strategic leadership of law firms.
Professional Services
His entire career, from consulting at Deloitte to lecturing at Cornell, has been focused on improving the business performance of professional services organizations.
Legal Industry Trends
He has publicly discussed the evolution of law firms and the increasing need for them to adopt sophisticated, data-driven business strategies to stay competitive.

Media Appearances

Rob has no verified media appearances

Work History

9-2022
Visiting Senior Lecturer at Cornell Johnson Graduate School of Management
7-2021 - 9-2022
Chief Operations Officer at Paul Hastings
6-2000 - 7-2021
Partner at Deloitte Consulting LLP
7-1988 - 6-1990
Financial Analyst at Bankers Trust

Education

1990 - 1992
MBA from Northwestern University - Kellogg School of Management
1984 - 1988
B.S. from Cornell University

More Information

Social Presence :

Prographics :

Exp : 27 Location : New York, New York, United States Job Level : N/A Designation : Visiting Senior Lecturer at Cornell Johnson Graduate School of Management
URL has been copied!

Insights For Selling To Rob

During A Call Or A Meeting

DO's

  • Help them weigh the risks by sharing objective proof points instead of anecdotes and examples
  • Keep a professional, business-like approach; especially if you tend to get informal quickly
  • Use phrases like ‘the ROI of this’, ‘X% more’ etc.

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Don’t focus on relationship, focus purely on the merit of your product
  • Avoid making strong statements, instead invite them to agree with you by asking them questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Rob is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Rob

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Rob move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Rob take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Rob

Personality Compatibility


More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.