Ralph E. Grabowski - marketingVP - fact-gathering, analytical Marketing to steer the enterprise

   

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Marketing Leadership Series
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More than 100
papers, presentations, 
and courses taught

130    Grabowski, "The New 21st Century Limited,"  Classic Toy Trains Magazine (CTT), December 2011,  Vol 24, No. 9, pgs. 38-39.
129    Grabowski, "Tools to Convince Management of Your Investment in the Voice of the Customer"  Boston Product Management Association (bpma), Burlington, MA, June 17, 2010.

   slides +  transcript - PDF, 6.4 MB
   slides only - PDF, 8.3 MB

128    Sasso, Grabowski, Hruby, McGrath, et al., "Transitioning to a career in the Medical Devices industry"  Medical Development Group (MDG), Newton MA, August 19, 2009
"Cytyc's Impact on Women's Health"
127    Grabowski, "Market Research Steers Efficient and Effective R&D"  Executive Technology Management Program, Korea Industrial Technology Association (KOITA), June 25, 2009.
126, 125, 124, 120, 116, 115, 114, 113, 110, 107, 106, 103, 102, 101, 99    Grabowski, "What Do Customers Want?"

    There is a handout available - PDF, 2 pages, 0.3 MB
     slides +  transcript - PDF,
6.1 MB

Guest lecture in Developing, Implementing, and Organizing for New Products and Services, April 1, 2008.

Guest lecture in Professor Ashley J. Stevens' Boston University graduate course: "Technology Commercialization," September 19, 2007.

Guest lectures in Professor Barry Unger's Boston University graduate courses:

  • The Innovation Process, Masters concentration in Innovation and Technology, October 16, 2007, February 26, 2007, March 27, 2006 and November 29, 2005.
  • Master Class March 1, 2006 and October 19, 2005, combining two graduate courses:
  1. New Ventures
  2. Developing New Products and Services
  • Planning and Operating New Ventures, March 24, 2004 and February 26, 2003.
  • Technology-Based Entrepreneurship, July 17, 2003.
  • Entrepreneurial Management: Starting, Innovating, and Managing Small, Medium, and Large-Sized Ventures, June 24 and July 23, 2002.
  • Entrepreneurship; With Emphasis On The Creation Of High Growth, High-Tech, And Medical Companies.  School of Management Master's program in Administration with concentration in Innovation and Technology, February 12, 2002 and August 16, 1999.
"What Do Customers Want?"
123    Grabowski, "Using Upstream Marketing Analysis to Guide R&D Priorities"  Executive Technology Management Program, Korea Industrial Technology Association (KOITA), July 10, 2007.
122    Grabowski, "Building Successful MedTech Companies: Financing Strategies for Entrepreneurs - Hemetrics"  Massachusetts Medical Device Industry Council (MassMEDIC), Waltham MA, June 22, 2007.

121  Grabowski, "Marketing Strategy: The Marketing Budget"  IEEE Entrepreneurs' Network, Waltham MA, March 6, 2007.  

    handout - PDF, 2 pages, 0.35 MB
    transcript and slides - PDF, 33 pages, 4 MB

"Marketing Strategy: The Marketing Budget"
119    Grabowski, "The Board of Directors; Vital Partner for a VoC Culture Product Development and Management Association (PDMA) 9th Annual Voice of the Customer  (VoC) Conference, San Diego CA, December 4-6, 2006

    "Guide" + transcript + slides - PDF, 46 pages, 1.5 MB
    Slides only - PDF, 43 slides, 1.1 MB
    conference brochure, PDF, 12 pages, 1.9 MB

"The Board of Directors; Vital Partner for a VoC Culture"
118    Grabowski, "Gaining Organizational Buy-in for VoC"  Track Chairman, Product Development and Management Association (PDMA) 9th Annual Voice of the Customer  (VoC) Conference, San Diego CA, December 4-6, 2006, with speakers:
Heather Kluter Hyundai
Heather Crothers Intuit
Jim O'Connor Motorola
117    Grabowski, "Cytyc's Impact on Women's Health"  Medical Development Group (MDG), Newton Lower Falls MA, October 4, 2006

    Handout with data - PDF, 2 pages, 0.35 MB
    Slides - PDF, 3.43 MB

"Cytyc's Impact on Women's Health"
112    Grabowski, Andrews, Arrington, Langevin, Resor, and Spencer,  "Neat Technology, But Who Will Buy It? a play in 3 acts
Act 1 Death and Despair
Act 2 New Models and Hope
Act 3 the Prediction

Written, produced, and directed by Ralph E. Grabowski.  World Premier Performance on September 8, 2004 at the Merrimack Valley Venture Forum (MVVF).  UMass/Lowell

"Neat Technology, But Who Will Buy It?"
111    Grabowski  "In The Beginning, Marketing Steers The Enterprise Lead speaker at the CEO and Entrepreneur Boot Camp.  May 15, 2004.  Waltham, MA
 
109, 104   Grabowski, "Driven By The Data"  Boston University.  Professor Unger combined two of his graduate courses for one evening in a Master Class format.  Class handout in PDF - 2 pages, 0.3 MB

October 22, 2003 and October 15, 2002

  1.  "The Innovation Process," AD 741 (2002) and "New Ventures," AD 740 (2003), Masters concentration in Innovation and Technology
  2. "Developing New Products and Services," MK604, Graduate Diploma in Global Marketing which is a special 15 week intensive executive education program for promising business leaders from around the world, especially Europe and Asia.
108   Langevin and Grabowski,  "Market Research Drives Revenue"  128 Venture Capital Group, Waltham MA, July 17, 2003.

    There is a handout available in PDF, 2 pages, 0.3 MB
    Ralph Grabowski's  slides with speaker's notes - 1.2 MB
    Richard Langevin's  slides - 0.3 MB

"Market Research Drives Revenue"
105   Lapidus and Grabowski,  "How To Raise $100 Million"  128 Venture Capital Group, Waltham MA, December 12, 2002.

    There is a handout available in PDF, 2 pages, 0.3 MB
    Ralph Grabowski's  slides with speaker's notes - 1.3 MB
    Stan Lapidus' slides - 1.8 MB

"How To Raise $100 Million"

100  Grabowski,  et al., "Marketing and Selling Strategies" IEEE Entrepreneurs' Network, Waltham MA, November 7, 2000.  

    There is a handout available in PDF, 2 pages, 0.4 MB

"Marketing and Selling Strategies"
98   Grabowski,  "Why Manufacturing Engineers Should Worry About Market Research"  Emerging Technologies Weekend of the Executive Masters in Manufacturing Engineering Program, Boston University, January 8, 1999.
97   Grabowski,  "Why Entrepreneurs Should Worry About Market Research"  The Entrepreneurs' Network (ENET) Boston Chapter of the Institute of Electrical and Electronic Engineers (IEEE).  E-Net News, Winter 1998, Volume 8.3: 1
96   Grabowski,  "Tools of Market Research for High Tech Entrepreneurs"  MIT Guest Lecture for Professors Shyduroff and Unger in their course, "High Tech Entrepreneurship at MIT," November 17, 1998.
95   Grabowski,  "Invest Twice As Much In Software Market Research"  Business Conference '98 of the Software Association of New Hampshire (SwANH), Nashua NH, October 30, 1998.
"The Board’s Fiduciary Responsibility To Market Research"94   Grabowski,  "The Board's Fiduciary Responsibility To Market ResearchThe Corporate Board, May/June 1998, Vol. XIX No. 110: 22-27.

PDF reprint - 9 pages, 0.15 MB

93   Grabowski,  "A How-To On Market Research"  Boston University Guest Lecture within Professor Barry Unger's course MG-410, Entrepreneurial Management, March 31, 1998.

92   Grabowski,  "High Tech Marketing and Sales,"  within MIT Sloan School of Management graduate course 15.976, MIT's annual entrepreneurship course, MIT, January 21, 1998.

Entrepreneurship at MIT91   Unger and Grabowski,  "Starting and Running a High Tech Company,"  MIT Sloan School of Management graduate course 15.976, MIT's annual entrepreneurship course - sponsored by the MIT Enterprise Forum and MIT's Entrepreneurship Center, MIT, January 20-23, 1998.

 
"A New Financial Ratio"90  Grabowski,  "A New Financial Ratio,"  Electronic Business Magazine, January 1998: 20
89   Grabowski,  "Who Is Going To Buy The Darn Software?"  Greater Nashua Software Entrepreneurs' Group (GNSEG), Nashua NH, December 9, 1997.
88   Grabowski,  "High Technology Absolutely, Positively Requires (no, Demands) Upstream Marketing!"  Suffolk University Marketing Advisory Council, Suffolk University, Boston MA, October 17, 1997.
"An Approach for Semiconductor Equipment Firms"87   Grabowski,   An Approach for Semiconductor Equipment Firms"   Semiconductor Equipment and Materials International (SEMI) in their special issue on Managing in the '90's, September 1997, Vol. 10, No. 7: 8-9.
86, 80, 72, 70, 67  Grabowski,  "Who Will Buy The Darn Thing?"  Boston University guest lectures in Professor Barry Unger's courses:
  • Promotional Strategies: Strategic Management of Innovation and Technology (*) July 23, 1997
  • Innovation Process (*) June 10, 1996
  • Entrepreneurial Management, School of Management and Metropolitan College, April 11, 1995
  • Starting and Managing New Ventures (*) March 2, 1995
  • Innovation Process (*) November 10, 1994

(*) Master's program in Administration with concentration in Innovation and Technology.

85   Grabowski,  "What Makes Technology Products Succeed?"   The Business Network, Concord MA, February 10, 1997.

84, 78, 69, 62, 52, 38, 29, 24, 21, 17, 14  Grabowski, "High Tech Marketing and Sales,"  within MIT's annual entrepreneurship course sponsored by the MIT Enterprise Forum, January 23, 1997, January 18, 1996, January 19, 1995, January 20, 1994, January 21, 1993, January 9, 1992, January 1991, January 1990, January 1989, January 1988, January 1987.

"Starting and Running a High Tech Company,"  Committee for MIT's annual entrepreneurship course, MIT
83  Quigley, Grabowski, Haggerty, Mathiasen, Miller, Salmon, and Unger, January 21-24, 1997.
77  Mathiasen, Schaufeld, Grabowski, Haggerty, Miller, Quigley, Salmon, and Unger, January 16-19, 1996.
68  Haggerty, Mathiasen, Grabowski, Hooper, Quigley, Salmon, and Unger, January 17-20, 1995.
61, 51  Quigley, Grabowski, Haggerty, Mathiasen, Salmon, and Unger, January 18-21, 1994, January 19-22, 1993.
37  Unger, Cathou, Grabowski, Haggerty, Mathiasen, Quigley, and Wulf, January 6-10, 1992.

82   Grabowski,  "Who Is Going To Buy The Darn Thing On The Internet?"  Institute of Electrical and Electronic Engineers - IEEE Engineering Solutions Conference, 'From the Desktop to the Internet,' Boston, September 10, 1996.
81   Grabowski (Business Track leader), Johnson, Lescher, Siebel, and Townsend  "Marketing, Promoting, And Selling On The Internet"  IEEE Engineering Solutions Conference Proceedings, Boston, September 10-11, 1996.

79   Grabowski,  "Who Is Going To Buy The Darn Thing?   From The CEO's Point Of View"  New Ventures Association of MIT's Sloan School of Management, MIT, March 12, 1996.

76  Grabowski,  "Marketing - Critical for Success"   IEEE Entrepreneurs' Network, 1995-1996 Entrepreneurial Sequence, Waltham MA, October 10, 1995.

75  Grabowski,  "Marketing Management"   Adjunct Professor, Executive MBA Program, Suffolk University School of Management, Course MKT 750 EX, July-September term, 1995.

74  Grabowski,  "Who Is Going To Buy The Darn Thing?   Invest More In Marketing Than In Engineering To Find Out!"   Boston, June 21, 1995, IEEE Electro/95 Conference Proceedings: 69-96. "Who Is Going To Buy The Darn Thing?"

73  Facella, Cooper, Geisman, and Grabowski,  "High Technology Marketing"  Electro/95 Session sponsored by the IEEE Entrepreneurs' Network, IEEE, Boston, June 21, 1995.

71  Grabowski,  "Is Anybody Going To Buy The Darn Thing?   Invest More In Marketing Than In Engineering To Find Out!"  IEEE Merrimac Valley Chapter, North Andover MA, March 13, 1995.

66  Grabowski,  "Invest More In Marketing Than In Engineering For Success"  Entrepreneurial Marketing and Sales, MIT Enterprise Forum Fall Workshop, MIT, October 22, 1994.

65  Grabowski,  "Marketing for Emerging Businesses"  Emerging Business Conference, IEEE Electro/94 Boston, May 10, 1994, Conference Proceedings: 7-36, "Best Paper."

64  Grabowski,  "Marketing/Engineering Investment Ratio™, a Measure of Success"  WPI Venture Forum, WPI, Worcester MA, March 15, 1994.

63  Grabowski,  "Groupware for Competitive Sales Advantage"  Sales & Marketing Software and Technology - 1994 International Conference, Boston, February 1, 1994.

60  Grabowski,  "Bare Bones Market Research"  Boston University guest lecture in Professor Barry Unger's course, Planning and Operating New Ventures (*) October 4, 1993

59  Grabowski,  "Marketing ---> into ACTION"  Boston University guest lecture in Professor Barry Unger's course, Promotional Strategies (*) July 21, 1993

(*) Master's program in Administration with concentration in Innovation and Technology

58  Grabowski,  "Market Research BEFORE There's a Market ­ or Perhaps Even a Product"  SBIR Briefing - 'From Concept to Commercialization,' Cambridge MA, April 13, 1993.  Sponsors included: Bank of Boston, Mass. Small Business Development Centers, Massachusetts Technology Development Corporation (MTDC), MIT Enterprise Forum, Technology Capital Network (TCN) at MIT, and the Smaller Business Association of New England (SBANE).

57, 36  Grabowski,  "How To Get TECHNOLOGICAL Competitive Intelligence"  Society of Competitive Intelligence Professionals (SCIP) and the American Marketing Association (AMA) joint Workshop, Waltham, March 16, 1993.   Society of Competitive Intelligence Professionals (SCIP), National Conference, New York, October 21, 1991.

56, 49, 45, 41  Grabowski,  "Product Specs - One Customer at a Time"  Boston College, Wallace E. Carroll School of Management, Management of Technology MBA, guest lecture in Professor Barry Unger's course, Strategic Management of Technology and Innovation, Chestnut Hill MA, March 2, 1993; and October 27, July 15, and March 3, 1992.

55, 40  Grabowski,  "Becton Dickinson Medical Systems - a Marketing Re-start Case Study"   MIT Sloan Graduate School of Management, Management of Technology (MOT) MBA Program, guest lecture in Dean Glen L. Urban's course, 'Marketing Management,' March 1, 1993, and February 24, 1992.

54  Grabowski,  "Raising Capital for a New Venture"  Automated Imaging Association (AIA) Business Conference, San Diego, February 26, 1993.

53  Clarkson, Doeringer, Grabowski, and Pankey,  "International Business - and the Workforce in the Year 2000"  Boston University School of Management, sponsored by the International Association of Students in Economics and Commerce (AIESEC), February 3, 1993.

50  Grabowski,  "Market Identification"  WPI Venture Forum, WPI, Worcester MA, December 8, 1992.

48  Grabowski,  "Marketing and Sales for Technology Startups"  'Starting and Growing a Technology Based Company,' IEEE Professional Activities (PACE), 1992 Seminar, Lexington MA, October 17, 1992.

47  Grabowski,  "Marketing - Essential for Success"  IEEE Entrepreneurs' Network, 1992-1993 Entrepreneurial Sequence, Waltham MA, October 6, 1992.

46  Grabowski,  "Effective Utilization of Software for Sales and Marketing"  American Marketing Association (AMA), Hartford CT, 1992 Seminar Series, September 16, 1992.

44  Grabowski,  "Relationships - Automating Big Ticket Selling"  Sales & Marketing Software and Technology - 1992 International Conference, Boston, April 6, 1992.

43, 31  Hennessey, Grabowski, Katzenberg, Langermann, et al., Sales & Marketing Software and Technology - International Conference,  Conference Committee, Babson University, 1991, 1992.

42  Grabowski,  "Marketing, Promotion, and Selling"  'How To Create a Successful New Business,' MIT Enterprise Forum Spring Workshop, April 4, 1992.

39  Grabowski,  "New Directions for Marketing"  'Guiding Your Business Through Uncharted Territory,' 1992 Seminar Series, MIT Enterprise Forum of Connecticut, Hartford, February 19, 1992.

35  Grabowski,  "IBM - Apple Linkup Shows Pressures Facing Industry" July 10, 1991.
34  Grabowski,  "This Time, Chip Accord With Japan Came Easily For US" June 17, 1991.
'Today's Monitor' - guest on the Christian Science Monitor national television news program.

33  Grabowski,  "Innovative Selling Motion - with Sales and Marketing Software"  Guest lecture in Professor Barry Unger's course, Promotional Strategies, Boston University Master's program in Administration with concentration in Innovation and Technology, March 26, 1991.

32  Grabowski,  "Big Ticket Selling with NO SALES FORCE!"  Sixth Annual Sales & Marketing Software Conference, Babson College, Wellesley MA, March 12, 1991.

30  Frieman, Grabowski, Geisman, and Beitler,  "Global Technological Competition"  Society of Competitive Intelligence Professionals (SCIP), Sixth Annual Conference, New Orleans, March 7, 1991.

28  Grabowski,  "Bringing High Tech Products to Market" and
27   Grabowski,  "New Low Cost High Tech Selling Techniques"
Together, these were the marketing (and promoting and selling) sequence at the Federal High Tech '91 Conference, Small Business Innovative Research (SBIR) program of The National Science Foundation (NSF), Boston, November 28-29, 1990.

26  Grabowski,  "Bottoms-up Market Research"  Guest lecturer for Professor Ed Roberts in his MIT Sloan School of Management Graduate course, 'New Enterprises,' October 16, 1990.

25  Grabowski,  "Big Ticket Selling, and Its Special Needs - with Case Study of Semiconductor Capital Equipment"  Fifth Annual Sales & Marketing Software Conference, Babson College, Wellesley MA, March 13, 1990.

23  Grabowski,  "Pricing, A Case Study of Semiconductor Capital Equipment"  'Pricing Techniques that Create Sales and Profits,'  Smaller Business Association of New England (SBANE), Babson College, Wellesley MA, May 23, 1989.

22  Grabowski,  "Trend Analysis"  The New England Business Conference, Smaller Business Association of New England (SBANE), Boston, May 10, 1989, "Best Paper in Conference."

20  Grabowski, Berman, and Knox,  "Selling"  'Marketing Makes The Difference - The Key to the Top and Bottom Lines,'  MIT Enterprise Forum Fall Workshop, MIT, October 29, 1988, Session Leader.

19  Grabowski, et al., "MARKETING"  Professional Program Committee and creator of this featured sequence of Tutorials and Technical Sessions within Electro/88, IEEE, Boston, May 10-12, 1988, 22 speakers:

Tutorials "Essentials Of Sales And Marketing For Engineers"
1 "Marketing, the Key to Product Success"
9 "Engineering to Meet Customer Needs"
37 "Marketing Your Product, Your Deal, and Your Company"

Technical
Sessions

"Software For Sales And Marketing"
7 "Sales and Marketing, Closing the Software Gap"
13 "Exporting Software to Japan - Facts and Fantasies"
25 "Systems Solutions for Increasing Sales and Marketing Productivity"

18  Grabowski,  "What is Marketing, Anyhow?"  Electro/88, IEEE, Tutorial, Boston, May 10, 1988, Lead Tutorial of both the Professional Program, and the featured sequence, "MARKETING."

16  Grabowski, et al.,  "Managing Sales and Distribution Systems - the Sales Force as you Transition to a Larger Company"  Senior Management Series of the Smaller Business Association of New England (SBANE), December 10, 1987.  Creator of the course.  8 speakers.

15  Carson, Grabowski, Gorman, and Dowd,  "Managing Sales and Distribution Systems" the Smaller Business Association of New England (SBANE) and the U.S. Small Business Association, Babson College, May 21, 1987.

13  Grabowski,  "Marketing for the Small Business"  Business Roundtable, Malden Chamber of Commerce, January 25, 1984.

12, 11  Grabowski,  "The Link Between the Computer and Television"
National Cable Television Association (NCTA) Conference, May l981.
Society of Cable Television Engineers (SCTE) Conference, March l981.

10   Grabowski,  "Recent Advances in Automated Arrhythmia Monitoring"  Colorado Bio-Medical Engineering Technician (BMET) Conference, May 1980.

9  Grabowski,  "Automated VSWR Measurements"  Automated Radio Frequency Techniques Group (ARFTG) Conference, March 1977.

8  Speciale, Grabowski, and Franzen,  "Accurate Scattering Parameter Measurements of Non-Connectable Microwave Networks"  Sixth European Microwave Conference, September 1976.

7  Grabowski,  "Microwave Transients"  Automated Radio Frequency Techniques Group (ARFTG) Conference, September 1976.

6  Grabowski,  "New Automated Microwave Measurements"  Automated Radio Frequency Techniques Group (ARFTG) Conference, February 1976.

5  Grabowski,  "Circuit Optimization"  Contemporary Filter Design course, Faculty, University of Miami, Miami FL, April 1971.

4  Grabowski,  "Circuit Optimization - A User's View"  IEEE North East Regional Electronics Meeting (NEREM), Boston, NEREM Record, 1971.

3  Lee, Carvey, Evans, and Grabowski,  "MATCH, The Circuit Optimization Program"  Electronics Magazine, November 21, 1970.

2  Grabowski and Lee,  "MATCH"  Fourth Asilomar Circuit Theory Conference, IEEE, Monterey CA, November 1970.

1  Grabowski,  "Circuit Optimization"  IEEE Regional CAD Workshop, Stanford University, Palo Alto CA, November 1970.

 

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