WhiteWave Consulting, LLC

Executive Profile

Jennifer White, Ph.D., is the president and founder of WhiteWave Consulting, LLC and has over 15 years experience helping organizations improve their operational results through strategic level measurement.  Jennifer’s key strength is research and measurement, especially her ability to take multiple sources of data and create meaning and action in a business context.  She is particularly drawn to helping companies with product innovation and marketing issues in order to improve the top line.

Before founding WhiteWave in 2004, Jennifer worked as an organizational research principal at Mercer Delta Consulting, conducting research for M&A integrations, corporate Boards, cost management interventions, and growth initiatives.  Jennifer developed a transition metric offering to help Fortune 500 companies monitor the effectiveness of their organizational transitions.  She lead numerous on-line leadership surveys and benchmarking projects for clients in the pharmaceutical, financial services, and high technology industries.

Prior to being an organizational consultant, Jennifer worked at Huthwaite, a sales effectiveness company known for the SPIN™ Selling model and sales development initiatives.  As the manager of measurement and evaluation, she developed an automated evaluation system and launched a video-based sales skills assessment.  Jennifer also helped design the value creation audit which allows sales forces to identify customer buying preferences and match their selling behaviors to these preferences.

Before joining Huthwaite, Jennifer worked for seven years at Xerox Corporation starting in evaluation and moving to quality management and organizational effectiveness.  During her tenure, she was instrumental in launching the first Xerox Sales Competency System and using the results to identify learning solutions.  Jennifer conducted business assessments for productivity, empowerment, and process management using the Xerox Management Model.  She also made recommendations on innovative methods for developing and delivering learning solutions and helped reengineer a global instructional development process.  She won several Xerox Achievement Awards as well as team excellence and productivity awards for her contributions.

Jennifer started her professional career in 1990 in the area of sales and customer evaluation.  As an intern at Xerox, Jennifer conducted her dissertation research on the topic of quality and innovation at Palo Alto Research Center.  She believes companies still struggle with designing their organizations to simultaneously deliver high-quality yet innovative products and services.

Jennifer has a Ph.D. in organizational psychology from the California School of Professional Psychology (now Alliant University) and a B.A. in psychology and business administration from UCLA.  She is on the Board of the Institute for Behavioral and Applied Management and the Wally Foundation, a non-profit organization that recognizes innovative leaders.  Jennifer recently made conference presentations on CEO succession, strategic change metrics, and female entrepreneurship.