Q: What’s special about the way you work with clients? What unique strength sets you apart and adds to the Kony DBX brand?
A: Understanding the client’s needs are critical. This goes beyond just reading the RFI or attending an introductory call. A lot of the time consultants will go in with a preconceived solution in their mind of what the client needs. In doing that they sometimes fail to listen to the client which can be disastrous.
Most of the time consultants will go into a client meeting with little or no understanding of the client’s industry or vertical, or even where they are positioned in their respective industry or market. When I work with a client, I make sure that I’ve gotten a full understanding of the client’s business at a cursory level, and I’ve done research on their industry and vertical, their initiative, and how that initiative has impacted other businesses within their industry or even other industries. This will include any lessons learned and pitfalls to avoid. Understanding the success of an initiative is vital when clients are asking for advice on what they’re about to undertake.
Alex’s favorite quote:
“The only man I know who behaves sensibly is my tailor; he takes my measurements anew each time he sees me. The rest go on with their old measurements and expect me to fit them.”
—George Bernard Shaw
Q: Talk about a highlight in your career or a project that was particularly successful. How do you bring that to bear on Kony DBX customers?
A: In 1998 I was the designer of the entire digital training system for the V-22. That same system is still in use today, twenty-one years later, with only minor modifications. When I look to design a solution, especially one that has an experience impact, I look for not only what are the user challenges today, but what are going to be the user challenges tomorrow. This is across every user type and segment as it relates to the solution. I try to talk to as many of the affected users as possible throughout the design process to ensure that what’s being designed is what the users want, when they want it, and that it’s intuitive enough so they’ll never have to “learn” to use it.
Bringing that type of process and mentality to Kony is how we create clients for life…by creating solutions that stand the test of time.
Q: Describe your career in a few short sentences.
A: After the Army, I attended a flight college and began my career as Pilot SME. From there I began working for a large training company that not only built the simulators that they trained pilots on but had training facilities at every aircraft manufacturer. I found out that I had a knack for applications and system design and began designing large scale instructional systems for aviation clients. I was contacted by someone that knew me working for a large creative agency asking me to come to work for them. It was a refreshing change from the strict and formal aviation industry, and I found myself becoming a consultant for medium and large tier consulting firms working with clients across multiple industries and verticals. When I was offered a position at Kony it was the first time I had worked for a company that had a main product since working in aviation. Now I’m able to bring my nearly 30 years of experience and process understanding with me to enhance a company that is on the rise.
Q: Why does the market today need Kony DBX?
A: In today’s world of custom development and OTS products, Kony brings something that works right out of the box to a level that rivals other custom development, but still has the capabilities of being customized to produce something that could easily be disruptive in an established market. No other product has so much instant capability, and no other product has the user experience that DBX has. When we begin customizations, it’s at a level far beyond where others start. We’re at a point that would be considered phase 2 or 3 by other standards.
Q: How do you work as an individual and also as a member of a team? How does collaboration occur on a practical basis at Kony?
A: I’m constantly looking to my team for advice on either a client or technology. This is how they become empowered enough to gain confidence in their decisions without having to second guess themselves. Our weekly meetings, the peer reviews, and the one on ones are all structured around support and collaboration, not around me dictating or demanding they do something or another. I teach a very consultative approach to my team and allow them to take that approach to our clients. This gives them to ability to listen to the client and make suggestions that enhance a conversation. This brings the conversations to a more meaningful level allowing a deeper collaborative spirit and consultation.
The Kony DBXpert Profile Series introduces you to our team and provides insight into how we think and work. See Alex’s complete work history on LinkedIn by clicking here.
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