INSTITUTE OF MANAGEMENT CONSULTANTS
New England Chapter

News and Views

In this issue:

Upcoming Events

"Shepherd More Business to Your Doorstep"
by Harvy Simkovits, CMC

Breakfast Brainstorms Calendar

Members in the Spotlight

This issue
sponsored by

Cap Gemini Ernst & Young
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"Create, Connect, and Evolve... Faster."

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Upcoming Events

Friday, February 28, 2003
7:30 a.m. - 9:30 a.m.
(Registration & Networking 7:00-7:30 a.m.)
Health Point Conference Center, Waltham, MA

Sunrise Seminar
Serving the Owner-Managed Business
with Harvy Simkovits, CMC, President, Business Wisdom

Click here to learn more...

Shepherd More Business to Your Doorstep

by Harvy Simkovits, CMC

We are certainly in times of great marketplace change and even crisis for some businesses. And, like the Chinese character for "crisis," which combines their symbols for "danger" and "opportunity," today's economic times offer the same combination. When you examine your own business and perceive the signs of crisis going on around you do you then see danger or do you see opportunity? Consider these ways to seek opportunity and invest in your own prosperity in today's fast-paced world:

1. Think More Strategically about Your Business Offerings and Target Customers - Focus your company's offerings to those target-markets where there is potential for greater profitability. Think through the various packages that you can offer that will give customers choice and meet their unique needs.

2. Effectively Seek, Create and Acquire New Business Opportunities - Are there any new, creative opportunities available to you even in an economic downturn? By offering multiple options or level of services that can build on or compliment each other, your business can more likely thrive under any economic condition.

3. Grow Your Business through Contacts, Connections and Collaborations - Build a close network of intermediaries who can refer you to customers because they don't compete with you and complement what you offer. Also, effectively staying "top of mind" with your network of business and professional people can generate more business to you as the economy turns the corner.

4. Cultivate Quality, Profitable Relationships - Invest only in those relationships that are lucrative for your business. Too often companies chase after "bad" business where they bend over backwards to acquire and retain customers that return little to the business' bottom line.

5. Carry Yourself with Greater Personal Confidence and Certainty - Have a vision of greatness for yourself and your business - it will help you find the internal fortitude it takes to make it through the tougher times. Holding onto your optimism and business vision will make any roadblocks just things to deal with along your path towards success.

6. Portray a More Profound Professional Presence with Customers and Colleagues - How you and your company representatives "show up" in the world will cause customers to be attracted or not attracted to your business. If you can project confidence, capability, creativity and comedy (sense of humor) during these troubled times, then customers and prospects will be better attracted to you.

Choosing to see "opportunity" in the marketplace rather than just "danger" can change your whole attitude and approach to your business and yield much greater success.

Harvy Simkovits, CMC runs Business Wisdom in Lexington, MA. His firm works with owner-managed companies and professional service firms who want to grow, prosper and continue on by winning at the games of business. He can be reached by or via his web site.

Breakfast Brainstorms Calendar

Monday, February 10, 2003
7:45 a.m. - 9:15 a.m.
How Can You Ensure That Clients Think of You When It Comes Time to Buy?
Rebecca's Café, Burlington, MA

Monday, February 24, 2003
7:45 a.m. - 9:15 a.m.
Getting Your Article and Book Ideas Published
with Ken Lizotte, CMC, emerson consulting group, Concord, MA
and President of IMCNE
Hancock's Coffee Shop, Quincy Marriott, Quincy, MA
Note: Date changed due to holiday Feb. 17th

Monday, March 3, 2003
7:45 a.m. - 9:15 a.m.
Bickford's Restaurant, Manchester, NH

Want to host a Breakfast Brainstorm in your area? Contact Ken Lizotte for details.

Members In the Spotlight

IMCNE Board member Jeffrey Govendo (The Innovative Edge) had an article published in the January issue of Executive Excellence called "Off-Season Innovation" about keeping an organization's innovation muscles toned during the economic downturn.

Allan B. Haberman, Ph.D. (Haberman Associates) gave a presentation on "Biotechnology and the Future of the Biotechnology Industry" at the Emirates Center for Strategic Studies and Research (ECSSR) Eighth Annual Conference, "Biotechnology and the Future of Society: Challenges and Opportunities", January 11-13, 2003, Abu Dhabi, United Arab Emirates.

Isn't it your turn to be in the spotlight? Send your name, your business name and 1) recent awards/distinctions/professional certifications you've received; 2) public speaking engagements; and 3) published articles. (Be sure to include key facts, such as when, where and for whom.) You must be a IMC member or affiliate to be featured. Send ; indicate Subject: IMCNE spotlight

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