Executive Leaders

Kirby and Associates has developed the most powerful and experienced team of Executive Leaders and Consultants available in the industry.

Bob Andronici
Dale Radcliff
Fernando Valenzuela
Jim Schaeffer

David Grossman
Lynn Malmstrom
Peter Pau
Roy Kirkorian

Being business focused, our Executive Leaders realize the importance of maximizing the investment that you have made in your people and are committed to making sure you see a healthy return on that investment. They will research your business, your industry and your competitors. They spend time with you to understand your goals, issues and competitive challenges in order to customize a program that clearly achieves the results you expect.

Since they have all sat in the Executive suite, their business experience gives them the ability to discuss your corporate direction, market leadership, competitive environment and give clarity to opportunities won and lost. Individually, they have experienced different levels of sales and management capabilities and bring this perspective with them to the programs they teach. A number of our leaders have run businesses internationally and are multi-lingual.

Bob Andronici

Executive Leader for Kirby & Associates Workshops

Bob Andronici is a program leader for Kirby Arnold and Associates and an active member of the Board of Directors of Firstar Fiber. He focuses his current consulting practice with Kirby Arnold and Associates on Fortune 100 firms around the world with emphasis on business strategy and sales force development and education.

As a foundation of his successful consulting practice, he is a retired senior executive with twenty years of domestic and international corporate responsibility within Scott Paper Company and its Mexico joint venture, Crisoba Corporativo.

In his last corporate role as Director General (COO) of Crisoba’s Consumer Division, as he had done in each of his prior business leadership roles, Bob and his team led this previously underperforming business to a dramatic market share and financial turnaround. Specific results included back to back 20%+ unit volume, revenue and profit increases and a dramatically increased ROA. Key drivers to this growth included:

  • A value based price management system and new business development initiative
  • The reorganization of sales, distribution and service functions into “Customer Teams”
  • The overall reengineering of manufacturing and IT functions that resulted in a 25% reduction in division manpower and other costs

Prior to his tenure in Mexico, Bob served in key executive roles for Scott Paper Company including Vice President of the Personal Care and Cleaning Business, Chief of Staff for North American Operations and Vice President of North American Staff Services. Bob holds a BA and MBA from the Pennsylvania State University and currently lives near the University with his wife Judith. He is an active member of various University and community related boards and is a retired member of the Board of Directors of Sancella Corporativo and Scott Paper de Costa Rica.

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Dale Radcliff

Executive Leader for Kirby & Associates Workshops

Dale is an experienced business executive who has a successful track record of over 25 years in both large companies and entrepreneurial middle market companies. His experience ranges from finance and strategic planning to marketing and sales across a variety of industries including banking, high-tech, retail services and consulting.

Over a fifteen year career at Bank of America, Dale held numerous management positions including Division Controller of the bank's California Division, Vice President and head of Retail Strategic & Market Planning and Vice President in charge of both middle market and large corporate banking customers in the bank's commercial banking divisions. For five years he served as Chief Financial and Administrative Officer of the bank's operations and technology division comprising over 12,000 people with an annual budget in excess of $600MM.

Dale left Bank of America to become CFO of Automation Partners, a law practice automation firm, where he played a lead role in merging the firm with another company in order to gain a national presence.

During the next five years he was CFO/CAO of California Lubricants, the Northern California Jiffy Lube master franchisee helping to lead that firm to grow from start-up to over $25MM in revenue. Dale played a significant role in selling California Lubricants to Pennzoil. He then formed a new automotive services business, Pacific CarCare and, as co-CEO, grew that company to $20MM in sales. During this time he managed the acquisition of several companies as well as the ultimate sale of his company to Quaker State Corporation (now part of Royal Dutch Shell).

Since selling his business, Dale has worked as a management consultant under the umbrella of the Competitive Advantage Group and has advised numerous small and middle market companies and non-profit organizations in financial matters, business strategy, acquisitions, marketing and sales, as well as valuations and exit strategies. His considerable experience in finance, operations, strategic planning and marketing in a variety of industries brings a seasoned business perspective and a multidisciplinary approach to our team at Kirby & Associates.

Dale holds Bachelor of Science degrees in accounting and finance from the University of California at Berkeley and MBA from the Haas School of Business at the University of California. In addition, he has successfully completed executive marketing programs at Columbia and Harvard Universities.

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David Grossman

Executive Leader for Kirby & Associates Workshops

Mr. Grossman has over 30 years experience including serving as CFO and, prior to that, as a Partner in an international accounting firm with a focus on technology, financial services and manufacturing enterprises.  Mr. Grossman has transferred his knowledge and unique perspectives to develop and deliver training and consulting workshops throughout the world for many of the largest corporations in technology, healthcare, manufacturing, financial services, and telecommunications and services markets.  Mr. Grossman also provides condensed and engaging presentations at large attendance sales events that have included audiences exceeding 1,500 people.

Prior to his affiliation with Kirby & Associates, Mr. Grossman formed and served as President and CEO of Executive Agenda, Inc.  where he and his company provided, in conjunction with an international training and consulting company, program leadership and development for enterprises that included, Cisco, Oracle, Hewlett-Packard, IBM, Microsoft, Xerox (Xerox Fuji), AT&T Wireless, Siebel Systems, EDS, Intel, Sun Microsystems, Siemens, Alltel, Alcatel, Telus and other companies.  His leadership often lead to winning more significant sales opportunities.

Mr. Grossman has also served as CFO and Vice President of a major technology business unit for Puget Sound Energy’s utility business; was a partner with BDO Seidman and Principal with Ernst & Young’s New York based Mergers & Acquisition Group, where he participated in Revlon, Primerica and the Robert Bass Group’s real estate business acquisitions such as the Plaza Hotel transaction in New York.

Mr. Grossman has published several articles in the financial services industry.  He is an accomplished keynote speaker for sales conferences, kickoffs and meetings.  He chaired the Pacific Northwest MIT Enterprise Forum.

Mr. Grossman began his financial career with Coopers & Lybrand (1977).  He earned a degree in Business and Accounting from the University of Florida and his CPA certification in Florida (he no longer is an active CPA). Mr. Grossman has resided in Seattle, WA since.

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Roy Kirkorian

Executive Leader for Kirby & Associates Workshops

Roy Kirkorian spent fifteen years in numerous executive positions within the telecommunications industry. As President and C.O.O. of C.P. National, a NYSE telecommunications company, he was responsible for the company's telecommunications, gas and electric utilities as well as various non-regulated businesses, including Denro, Inc., a telecommunications switch manufacture, CATV and paging operations. Under Roy's leadership, the company grew the business to total sales of $205 million in revenue with net after tax income of $21 million and over 2,000 employees. He remained in that position through the sale of C.P. National to Alltel Corporation.

Prior to joining C.P. National, he held various positions at Contel Corporation. At 38 years old he was chosen for his first operational post as President of Contel/Texocom, a division that distributed goods and services to the telecommunications industry both domestically and internationally. During the three years he was running Contel/Texocom, sales grew from $103 million to $205 million. He was then asked to serve as President, Marketing and Distribution of Contel Business Systems, which included Executone Systems. Other executive positions included Vice President/Secretary/Chief Counsel of Contel Corporation.

Mr Kirkorian began his career as a Securities Lawyer at Cahill, Gordon & Reindel, in New York City, where his responsibilities included drafting numerous corporate disclosure documents, including Proxy Statements and Prospectuses.

Mr. Kirkorian holds a Juris Doctorate from Hastings College of Law; a BS from Cal Poly and additional Economic and Humanities study at the University of Uppsala in Sweden. He has served on numerous public and private Boards of Directors. Presently, Mr. Kirkorian is a venture capital investor. Roy has been leading classes for Kirby, Arnold since the fall of 1999.

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Jim Schaeffer

Executive Leader for Kirby & Associates Workshops

Jim is seasoned executive with a broad range of global experiences in both public and private companies. Most recently he was the Chief Executive Officer and a member of the board of the Polymer Group, Inc – a $1 Billion international engineered materials company that operated 23 manufacturing sites in 9 countries and successfully led that business out of Chapter 11 bankruptcy over the past 3 ½ years. Jim began his career with the fast growing Procter & Gamble Paper Products Division where he had assignments in Operations management, Industrial Engineering, and Human Resources. During his time with P&G, he was also responsible for the production of all test market product for the Luvs disposable diaper new product launch.

As a business leader in Scott Paper Company’s Nonwovens Division, Jim completed a turnaround of a manufacturing plant in Landisville, NJ that was earmarked for closure through improved quality and manufacturing execution. Following this significant improvement and after 20 years, that site continues to operate profitably.

Mergers & acquisitions were a key component of Jim’s activities leading up to the CEO role and he participated in the evaluation and due diligence of over 15 companies with over half that led to successful acquisitions in the countries of China, Mexico, Canada, Turkey, France, Holland and Argentina. Seven separate businesses were successfully integrated into an existing business with positive results.

Known as a business builder, Jim oversaw an increase in organic growth by establishing the team that became the supplier of fabric for P&G’s Swiffer dry duster product that helped to launch a new category of cleaning product for this Fortune 100 company.

International experience includes managing operations around the world, servicing customers from over 85 countries, and championing greenfield expansions in China and Colombia. Jim also oversaw a successful joint venture in southern China which was critical in the growth of the company’s Asian expansion strategy.

Jim graduated from the Pennsylvania State University with a BS in Industrial Engineering. He also holds an MBA in Finance and an MBA in Operations Management from the University of Scranton. He and his wife Ann, have 4 sons and two terrific grandchildren.

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Lynn Malmstrom

Executive Leader for Kirby & Associates Workshops

Lynn D. Malmstrom is an entrepreneur, executive, consultant, leader, facilitator, advisor and mentor. Mr. Malmstrom has extensive experience in senior-level management over financial, operations, and administrative functions for a diverse range of industries and held senior management and advisory roles in the U.S. Federal government.

Mr. Malmstrom has a strong, broad business background that began in 1977 with active duty in the U.S. Air Force (USAF). In addition to his assignments as an staff auditor and audit manager at the major command level, he was selected to serve as the Executive Officer to the Auditor General of the USAF, overseeing operational audit activity of more than 80 offices worldwide, with reporting to the Secretary of the Air Force.

Lynn was one of eight Air Force officers selected for the prestigious Rand Research Fellowship, reporting directly to the Comptroller of the Air Force. While at Rand, he published a Rand Note and was co-author on a Rand Report describing options to control federal government expenditure authority. His next assignment was to Headquarters Air Force, assigned to the Pentagon as an Action Officer for financial programs.

Following his departure from active duty service in 1985, he was a Senior Associate at CACI, Inc, in Arlington, VA, providing consulting services to the Security Assistance and Accounting Center, an agency of the Department of Defense overseeing foreign military sales. Mr. Malmstrom spent the following 15 years as a financial and operations executive in a number of specialty retail, aviation and healthcare companies. In 1995, he led Rocky Mountain Helicopters, Inc, based in Provo, UT, out of Chapter 11 reorganization. Over the next five years, he helped create the largest, most profitable, and safest aeromedical transportation company in the world. Since 2000 he has been president and founder of Malmstrom & Associates, Inc., providing best business practices consulting and working with largest technology companies in the world, helping their sales teams sell more effectively to their clients at the senior executive level.

During that time, he has delivered hundreds of programs helping salespeople translate technology solutions to organizational business value. He has worked extensively with sales teams selling to federal, state, provincial, municipalities, university and college systems, K-12 public school districts and not-for-profit organizations worldwide. Mr. Malmstrom holds a masters degree in Human Resources Management from Pepperdine University, a bachelor’s degree in Accounting from University of Utah, and is a member of the American Institute of Certified Public Accountants and the Montana State Board of Accountancy.

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Peter Pau

Executive Leader for Kirby & Associates Workshops

Peter was the head of HDS Asia Pacific Solutions and Product Marketing & Management division. He was responsible for $250M annual business and successfully completed the organization transformation for HDS APAC from a product focused field organization to solution oriented team in two and half years. The content of solution/software revenue was increased from 6% to 20% of total APAC revenue.

Prior to taking the above position, Peter was Vice President and General Manager for Asia North where he was responsible for establishing the sales organization in key markets such as China and Taiwan, while rejuvenating the sales teams in Korea and Hong Kong. HDS sales revenue tripled in Asia North region during this period from 2000 through 2004 and reached US$120M.

Prior to joining the HDS team in Asia, he served as Vice President of Product Marketing at Corporate Headquarters, involved in the launch of Hitachi Skyline Trinium™, and as Director of CMOS Product Marketing for the Enterprise Server business unit when CMOS business doubled in 1998. He also had an active role in the company’s Venture Catalyst business unit.

Before joining Hitachi Data Systems, Peter worked for Amdahl for more than 17 years. He was Chief Representative and General Manager for Greater China, stationed at Beijing from 1995 through 1997. During his tenure, Amdahl was awarded "the leading processor vendor" in 1996. He was Sales Director for U.S. South/West Region and achieved US$100M+ revenue in 1994.

Peter graduated with an M.S. in Computer Science degree from the Illinois Institute of Technology. He also holds a Bachelors Degree in Mathematics from the Taiwan Normal University.

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Fernando Valenzuela

Executive Leader for Kirby & Associates Workshops

Fernando is a respected executive, expert in technology-based services. He has had more than 20 years experience in the international service industry. He has worked as President and Director of important Latin American companies during the past 10 years. Among them are: Hewlett Packard, Ticketmaster, Sitel, EDS and currently a founding partner of Peppers and Rogers Group: Thought leaders in Customer Relationship Management (CRM) Strategies.

Fernando has developed his career with a relevant international focus. He has lived in Brazil, Colombia, Chile, Miami and Mexico. He has also participated in projects in Spain and Finland.

Prior to Peppers and Rogers, Fernando was President of Centrobe, an EDS company focused at outsourcing CRM functions such as Database management; call center, fulfillment and Internet. Preceding his position at Centrobe he was VP of sales for EDS Latin America. While at HP, he was responsible for the service and consulting business in Latin America, started his career as an IT manager and then became Finance and Admin Mgr. His responsibilities included operations in Mexico, Brazil, Argentina, Chile, Venezuela and Colombia. He then returned to Mexico City to open the operation for Ticketmaster and an outsourced call center operation that was sold to Sitel Corp. As President for Latin America, he developed operations in Mexico, Brazil and Colombia.

Fernando has been an academician in the Anahuac University for more than six years, teaching and developing programs for the Industrial Engineering Master’s Degree, Top Management Master’s Degree, Bachelor’s Degree in Marketing and Diploma in Marketing. He has developed and published relevant studies and analyses related to his areas of expertise. He is a frequent speaker in important events in several Latin American countries.

Fernando has a Bachelor’s Degree in Information Systems from the Iberoamericana University in Mexico, an MBA in International Business from the University of Miami, as well as specialization programs in Marketing and Activity Based Costing at Northwestern Kellogg University in Chicago. He is a member of the Wharton e-fellows community. He is fluent in Spanish, English and Portuguese.

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