April 13th, 2012 by Ken Categories: 1) Professional No Responses

A Place to Make and Honor Commitments

I am lucky to work at Geneca.  It is a rare consulting firm that invests more energy in figuring out how to ensure client success than maximizing its billings. Geneca has absolutely unreasonable hiring standards and thus we are always starved for talented people who understand teamwork and what it is to work in a commitment-based company. The flip side is that Geneca has the most talented group of software consulting people I’ve been around.

My role is to ensure that the people who do the client work have what they need to succeed and focus their energies on client success. In addition, I do my best to contribute to the ongoing development of commitment principles I co-authored with Bob Zimmerman in 2002. My current focus is on deepening our understanding and execution of what it means to be a Commitment-based company.


April 13th, 2012 by Ken Categories: 1) Professional No Responses

Raising the Bar for In-home Sales

I consulted with Luna Carpet in 2006 and then joined as its CIO. I assumed the additional title of COO in 2007 assuming oversight of sales and customer service. It was my first experience with a B2C company in a leadership role. We accomplished a whole lot while I was there and I thank Morrie and Steve DeZara for the opportunity to contribute to a big change in how the state-of-the-art of that business was conducted. Luna won the Chicago Tribune ‘Best Workplaces’ award for 2010 which was a terrific accomplishment for a company in that industry as well.

I played a key role in bringing to life Steve’s idea for an in-home tablet-based selling tool. This is years before the ipad was in the picture. Together he, I and the IT team delivered Luna’s ‘SureQuote Technology‘ which proved to be a difference maker for Luna and a breakthrough in the field of in-home sales. We also brought analytics to the assignment of inbound leads which had a substantial impact on profitability. During my time there, we opened Luna’s first expansion market in Baltimore and exceeded expectations in that market by a wide margin. After I left, Luna continue to open new markets and the success of the expansion plan ‘encouraged’ arch-competitor ‘Empire Today’ to finally just buy out Luna at the end of 2011 and remove the persistent thorn in its side after many years of competition.