Executive Bio

Bob Glassen

Consultant/Trainer

Bob Glassen’s specialty is leading and managing Business Development teams in technical services firms. With three decades of experience in management and business development and technical expertise in hazardous materials management, risk assessment, and applied environmental science, Bob has functioned as the Vice President of Sales/ Business Development and Marketing with several firms.

With MBDi, Bob utilizes his formidable expertise in Business Development and management to assist organizations in leveraging their intellectual capital and problem solving capabilities to sustain revenue growth.

Bob’s career began serving on the staff of the House Natural Resources Committee, Florida House of Representatives. He also held several positions with Dames & Moore including Managing-Principal-In-Charge, Regional Sales Manager and Senior Geologist.

In addition, Bob served at the vice-president level with both Ogden Environmental and Energy Services in Oak Ridge, Tennessee, and Steffen Robertson and Kirsten, Inc. in Denver, Colorado.

While with SCIENTECH Inc., he served as General Manager of Grant Environmental subsidiary in Denver and was also responsible for sales of security services to water, wastewater, hydroelectric, and gas utilities. As a consultant with SCIENTECH, Bob served as Vice President of Sales and Marketing with Ontario Power Technologies’ Kinectrics business unit, formerly the technology development arm of Ontario Hydro, in Toronto. In this capacity, he was charged with leading Kinectrics’ 400 scientists and engineers, former government employees, and transforming them into successful business developers.

Most recently, Bob served as Vice President, Business Development and Chief Marketing Officer with Morrison-Maierle, Inc., a 400-person consulting engineering firm with offices throughout the Rocky Mountain west.

With a BA from Villanova University, Bob earned his MS in Environmental Science from the University of Virginia, and completed post graduate work in Geology at Florida State University. In addition, he served as a Marine officer in Vietnam.

Bob is a licensed Professional Geologist in North Carolina.

Contact Details:

7422 Carmel Executive
Park Drive
Charlotte, NC 28226
info@mbdi.com
704.553.0000

Industry Experience:

Energy, Engineering, Scientific

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1-800-553-7944 | 7422 Carmel Executive Park Drive, Charlotte, NC 28226 | info@mbdi.com | www.mbdi.com

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In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
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In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
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In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
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In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
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In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
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In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
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In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
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In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
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Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
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In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
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In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
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In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
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Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
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Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
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In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.