From a spontaneous start, to a fantastic 2022 kick-off
In 1991, Ken Leiner Associates (KLA) was really just me… a technology sales recruiter based in a shared office in Rockville, MD. I got to know and respect Frank Munero, who worked across the hall as the marketing communications director for a software company. Our meeting would have a profound impact on each other’s lives.
One day Frank walked into my office and asked if I could help him find a sales job. I landed him an interview at a small database company. The rookie manager’s feedback was that Frank wasn’t “money motivated” enough to hire as a sales rep. So Frank asked if I had anything else. I didn’t. My clients required proven sales track records. He understood and said he was going to speak with another recruiter. “They place entry level sales reps?” I asked. He said “No, I’ll be interviewing for a recruiter position.” After sharing my surprise that he’d be open to recruiting, Frank asked, “It’s sales isn’t it? And you can make a good living, can’t you?” I answered, “Yes — and yes!,” and invited him to come on board with me. He said “OK” on the spot, and joined KLA the next week!
This did not sit well with Frank’s wonderful parents, who came to the US from Cuba. In their eyes, after he’d earned a BSEE degree from Lehigh University, it made no sense to work for Ken “for free,” which is how they viewed a pure commission job!
Frank was a quick study: landing new clients, searching for and vetting candidates, and helping our clients close the best ones. And all the while maintaining integrity and building our company brand.
In 1992, Stuart Neuwelt joined us and by the time of the “dot-com era”, we had grown to 20 recruiters, with Frank always ranking #1. His drive, tenacity, passion for the job and leadership skills also proved critical during the challenging times. We survived the “dot-com crash” of 2001, and moved forward with a smaller team. Then in 2004, I was in Johns Hopkins Hospital for 9 months fighting Leukemia. Frank took over the reins of the company with great results. We survived the economy meltdown of 2008-2009; and now 12 years later, we’ve been fortunate to thrive during the Covid-19 pandemic of 2020 and 2021. Every year Frank has been the leading producer, always humble, and serving as a great mentor to our team.
Frank has built a tremendous reputation in the industry. He’s ethical; consultative; a straight shooter; an amazing talent hunter, qualifier and closer; respected as a valued partner and trusted advisor. Frank has placed thousands of people, and has had a major impact on their lives. Hundreds of companies have relied on him to help build their teams, critically impacting their success. And Frank is performing at the top of his game: closing out 2021 as his best year ever.
My heartfelt thanks go out to Frank Munero for his amazing contributions, for our trusted partnership, and for our friendship. I am deeply grateful.
– Ken Leiner
Ken Leiner is the founder and president of Ken Leiner Associates (KLA), a leading executive search firm for technology companies, focused on recruiting sales, technical and marketing talent at all levels. KLA has a long-term track record of success and is also the premier search firm in the United States focused on building Federal and mid-Atlantic sales teams, and had a record year in 2021.