Robert Cornish

Founder & CEO, Richter · 1 appearance on the record.

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Robert Cornish founded Richter in 2008 as a bootstrapped B2B sales enablement and video production agency catering to Fortune 500 enterprise brands, earning multiple placements on the Inc. 5000 list. He is also the co-author of the business strategy book What Works.

10statements → 3claims → 0claims resolved → 4/5average certainty → 1.3/5average debate potential → ≈4.5/5argument clarity, estimated →

3 not checkable as stated how the 3 claims stand · each chip opens the sources

1 prediction · 2 assertions · 2 insights · 5 disclosures · every statement was checked. The prediction and assertions are the 3 claims: statements the public record can support or contradict. 0 are resolved, and 3 name no date, number or outcome precise enough to check. Everything else (opinions, insights, what ifs, disclosures) can never be settled by the record, so it carries no assessment.

The record, in short

What the tape says about how Robert argues and how the claims held up. Everything they said, and everything said about them, is in the tabs below.

How they sound: not measured why? →

We measure speaking style by listening to the audio itself, and a fair number needs at least 2,000 words from one person on tape we have measured. There is too little of Robert Cornish on measured tape to publish a rate. This says nothing about how they speak.

What they said10 Episodes1

Everything Robert Cornish said on Top Founders that made the record, most notable first. Filter by type, assessment or year in the ledger →

Insight

Cornish: Call reluctance stalls B2B sales reps at three follow-ups

“We found that on average people follow up about three times, but it takes a team plus contacts to actually close a deal. So there's a big discrepancy between those two. And you start looking and go, why are they not following up? And you start finding that the…”

Robert Cornish Oct 6, 2020 ▶ 7:31 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Insight

Cornish: Enterprise clients buy strategic communication rather than video production

“I don't believe that clients are coming to us for video. I believe they're coming to us for communication. Our job is to actually understand who's watching this, why they're watching this, what are the pain points, how to get in their head and how to move peop…”

Robert Cornish Oct 6, 2020 ▶ 12:15 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Disclosure

Cornish aims to build a billion-dollar agency conglomerate over software

“I want to do the first thing you said. I've always wanted to do the first thing you said.”

Robert Cornish Oct 6, 2020 ▶ 12:51 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Prediction Not checkable as stated

Cornish: Richter expects just under $5M in 2020 revenue

“Just under five this year.”

Robert Cornish Oct 6, 2020 ▶ 5:01 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Disclosure

Cornish: Richter aims to transition to 80% enterprise contracts

“You know, we want to have 80% contracts and 20% transactional. Right now we still have probably 80% transactional and moving in and 20% contract.”

Robert Cornish Oct 6, 2020 ▶ 8:56 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Disclosure

Cornish: Richter secured SAP and HP as early enterprise clients

“To get the initial logos, I remember getting SAP and getting HP and sort of getting traction there, but it was very hard initially and we had to really aggressively sell and kind of fly under the radar on some companies like maybe win a little sale and then ge…”

Robert Cornish Oct 6, 2020 ▶ 2:15 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Assertion Not checkable as stated

Cornish grew up in a business his father scaled past $1B

“I did grow up in a business that you know, my dad helped build to a significant size over a billion dollars.”

Robert Cornish Oct 6, 2020 ▶ 3:20 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Disclosure

Cornish: Richter employs 35 creative specialists and zero software engineers

“About 35 total right now. ... No engineers really talented, creative people. So for us, you know, we're, we have animators, we have videographers, we have audio engineers, we have copywriters and voiceover talent, all that kind of stuff. We're not doing any bu…”

Robert Cornish Oct 6, 2020 ▶ 10:22 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Assertion Not checkable as stated

Cornish: Richter was slightly profitable on $3.5M in 2019 revenue

“We profit a little bit last year.”

Robert Cornish Oct 6, 2020 ▶ 22:23 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Disclosure

Cornish: Richter paid off nearly all its $300K debt in 2020

“We had you know, we had about 300,000 dollars in just some debts at the beginning of the year, which we've paid off almost entirely from February until now. And actually, I had to buy out my partner last year, so that was part of that.”

Robert Cornish Oct 6, 2020 ▶ 23:18 Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands

Appearances (1)

Episode	Date	Speaking time
Richter Hits $4.5m Fine Tuning Sales Process For F500 Brands	Oct 6, 2020	14m

Robert Cornish

The record, in short

How they sound: not measured why? →

Appearances (1)

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