INSTITUTE OF MANAGEMENT CONSULTANTS
New England Chapter

News and Views

In this issue:

Notable
Quotables

Member Spotlights

CMC Corner

Welcome New Members

Share Your
Success Story

Member Feature Articles
Profit from High-Value Client Relationships
by Harvy Simkovits

Upcoming Events Calendar

Book and Article Reviews

News From Committees

Looking For Articles

The Newsletter Committee is looking for articles. Please contact Mike Kayat at if you have an article you'd like to submit.

Newsletter Sponsor

Deltek
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So should your software.

From the Editor's Desk

Welcome to this month’s IMCNE newsletter!

I hope you are all had a good consulting year in 2005. And I wish you continued and bigger success in 2006.

In this issue, we have an article by IMCME member Harvy Simkovits who provides guidance in developing high value, long lasting client relationships. We are interested to hear about any instances of where you have received project leads from other IMCNE consultants, or opportunities to provide articles or make presentations. Have you teamed up with other IMCNE consultants on projects?

Please send your news, articles, book reviews and commentary for the May 2006 issue to:

Good consulting!
Michael Kayat

Notable Quotables
by Carol Bergeron

On February 9 th Fern Reiss, author and CEO of both Expertizing.com and PublishingGame.com; intrigued us with an abundance of ideas on how to Expertize yourself so clients seek you in a dinner program entitled Chase or be Chased.

Fern educated us on effective techniques for grabbing media attention including how to be quoted almost daily in national publications. We all walked away with implement able suggestions and could not help but be in awe of Fern’s proven track record.

During the networking portion of that program Martha Hopewell, member and professional facilitator, asked each attendee to bring along a quote that had special meaning. In small groups we shared those quotes then selected a subset for sharing with all in attendance. Since many of the quotes were so thoughtful we wanted to share them with you. So, here are just a few of the notable quotables on which we reflected.

• “You can observe a lot by just watching.”
• Networking phrase: “What we hope to do with ease we must first learn to do with diligence.”
• “Live like you'll die tomorrow; learn like you'll live forever.”
• "Strategic planning is neither" by Henry Mintzberg.
• "A vision without execution is hallucination." by Jeffery Garten.
• “Plan your work and work your plan, persistence is omnipresent.”
• “The internal people problems that companies have trouble discussing which leads to wait and hope that often leads to performance short comings.”

Special thanks goes to Fern, Martha and those who brought notable quotes that made February 9 th a memorable evening. See you at the next IMCNE event!

Sincerely,

Carol Bergeron
IMCNE President

Member Spotlights

Thomas J. Sowell (Sowell Manufacturing Consulting) has recently completed the second of five books that will comprise the Manufacturing Efficiency Series. This five volume series informs how to implement innovative engineering and management techniques that will allow U.S. based manufacturing companies to banish waste, streamline operations, increase productivity, improve efficiency, and become a creator of economic wealth. The title of his second book is " Strategic Manufacturing Management" and will be available for purchase on April 10, 2006. The third book of the series is scheduled to be released for sale on October 1, 2006.  

Share Your Success Story
Did you get a speaking or writing engagement? New client or prospect? Or team up on a project or new business venture based on relationships formed through IMCNE? If so, then we want to hear your success story next month! Email Mike Kayat at , Subject: IMCNE Spotlight.

CMC Corner

For all of you who have been contemplating becoming CMCs but haven't known where to start, IMCNE will soon begin a 6-month mentoring program aimed at helping you not only get started but also get finished! With the help of an established CMC as your guide, you will complete all CMC requirements and finally get your goal of CMC status off the back burner. For details on this program, contact Bill von Achen, CMC at 978-440-8022 or .

Welcome New Members

Denise Clancey
Teledirect Partners, Inc.

Chris Vasiliadis
Signature Impact, Inc.

Member Feature Article

Profit from High-Value Client Relationships
By Harvy Simkovits

Do you know what each of your clients stands for, is working to create, or wants to leave behind in their business/profession? If you do not, you may not really know how to best serve and support them in their pursuit of their dreams. Without truly understanding what is most important to your clients both personally and professionally, you may miss uncovering opportunities for doing more business with them, or just in being a trusted confidant.

Consider the following five principles in order to get more deeply involved with your most important clients, helping to support them in reaching their greatest hopes and aspirations. These principles are all about facilitating positive, mutually-beneficial progress in your relationships. Without adhering to these principles, you may risk being seen only as a commodity provider--giving clients simply what they ask for--and not working as a trusted, business partner who can offer them greater value in effectively helping to move them and their business forward.

The five principles are as follows:

• Make a Powerful Connection - Ensure that there is high-quality rapport between you and your client in order to set the sage for good dialog. You can do this by either connecting with what you have in common, or simply by matching/mirroring their body language (their physical energy pattern). This will put your client more psychologically at ease in talking with you.

• Set Good Context - Be clear as to the purpose (the why) and agenda (the what) of the conversation you desire to have with them. By setting a good frame around a topic that would be of interest to them, you can draw them into an opening where they would want to converse with you. Also, by setting context well, you will better be able to keep your conversation focused and on track.

• Create Profound Clarity - Ask good questions that bring forth your clients' most important cares and concerns. Get to what is ultimately most valuable to them with regard to the topic at hand so that both of you fully understand it. This way, you will be seen as a truly connected partner that really "gets" them, and you will then have a greater ability to offer higher-value solutions to them. Interestingly, if you can help your client gain profound clarity about what they are experiencing and needing in their business, then they will automatically turn to you as the most viable solution provider.

• Craft Sensible Contracts - Make practical agreements (offers, requests and promises) with your client. Ensure that there is alignment between you and them about proposed next steps, making sense and fitting with what is most important to them. And, make sure that your agreements serve not only what is valuable to them, but also to all other relevant stakeholders in their organization. This way, your actions and decisions will be working towards the best interests of everyone.

• Confirm Mutual Commitments - Always ask extra questions to test for mutual understanding and agreement. Do not assume anything with regard to what will satisfy your client. Also, document your mutual commitments in order to prevent any misunderstandings or misrepresentations. This way, you can also review what actually happened against what was promised and agreed to both from you and from them.

By effectively following and weaving together these principles, you can forge more powerful, longer-lasting relationships with your clients. This will generate greater mutual respect and mutual benefit for many years to come.

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Upcoming Events Calendar

April Program

Friday, April 7, 2006
Annual IMCNE Consultants Conference
8:15 a.m. – 3:00 p.m.
IGNITE YOUR BUSINESS POTENTIAL
Featuring Alan Weiss,
President, Summit Consulting Group, Inc.
Hilton Garden Inn, Waltham , MA

IMCNE Professional Emphasis Groups (PEGs)

Owner Managed PEG
Monday, March 20, 2006
8:00 - 9:30 a.m.
Rebecca's Café, Burlington, MA

IMCNE Professional Emphasis Groups, or PEGs, are interest groups organized by consulting specialties (healthcare, marketing, finance, etc.) to assist with practice development issues. These groups are open to members and affiliates.

Breakfast Brainstorms
Free to IMCNE members and affiliates, $10 for nonmembers

Monday, April 3, 2006
7:45 a.m. - 9:15 a.m.
Radisson Hotel, Manchester, NH

Monday, April 10, 2006
7:45 a.m. - 9:15 a.m.
Rebecca's Café, Burlington, MA

Strategic Partner Events — Check out our Calendar of Strategic Partner and Other Events on our web site for more information on events of interest. Click www.imcne.org/spcalendar.html, then click on the appropriate link for detailed information that could save you money.

Book and Article Reviews

Please send book reviews to Mike Kayat at
If you come across any interesting articles, please send those in.

If you want to persuade someone to your point of view, make him feel like somebody. Put yourself in his shoes. Don't talk - listen to his problems and concerns. Show that you are genuinely interested.
- Dale Carnegie