INSTITUTE OF MANAGEMENT CONSULTANTS
New England Chapter

News and Views

In this issue:

Upcoming Events

News from
the Board

Welcome New Members

IMCNE Members
in Print

Roundtable Report

IMCNE Member Profiles
Lewis Green
Denise Clancey

Business Book Review
3D Negotiation

Share Your News

Upcoming Events

Friday, December 1, 2006
IMCNE/SPC Special Event
Business Development SIG
7:30-9:30 a.m.
Join John Jaddou and Harvy Simkovits CMC at Rebecca's Café, Burlington, MA. There is no cost for this event but space is limited. Pre-registration is required by emailing John_Jaddou@veraxia.com.
Rebecca's Café, Burlington, MA

Thursday, December 7, 2006
IMCNE Quarterly Meeting
Joint IMCNE/SPC Holiday Dinner Program
5:30-9:00 p.m.
Hilton Garden Inn, Waltham , MA
Members: $45 and Non-members: $55

The IMCNE and the Society of Professional Consultants (SPC) invite you to join us for a joint holiday evening program: “When Good Clients Go Bad: Best and Worst Case Scenarios about Managing Your Clients.” Four distinguished panelists will share tips and strategies for successful client management, and candidly share the good – and the bad – business experiences that helped them hone their client management skills.

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.

News from the Board

Roundtables : Our new Roundtable format has been a big success! These small group conversations are proving to be a powerful way to learn from your peers in our consulting community. Attend one soon and please also consider submitting a proposal to lead a Roundtable after the first of the year. Kudos to organizer Linda Watson. For questions or to submit a proposal, contact Linda at . You’ll find the form at http://imcne.org/forms/Roundtable%20RFP%202006-08.doc

New Year’s Resolution: Apply for Certified Management Consultant (CMC) Status - One of our first Roundtables of the new year will be an information session on certification. Get certification is on your list of resolutions and then come to our session to make 2007 a special year. In the meantime, contact Brooks Fenno with any questions .

Submissions to our newsletter. A fellow IMCNE member shared with me recently the fact that the highest citations for her firm’s website were from IMCNE. Non-profit organizations count more heavily for search engines. Get your name in our newsletter by contributing tips (see how below), sharing news or serving as a volunteer. Although I promise you’ll get much more than just website rankings out if, we are happy to give you the exposure! Mary Adams (www.trekconsulting.com)

Tools You Can Use: Be featured in one of our weekly newsletters by submitting a Tip to IMCNE at . For your Tip to be considered for inclusion, the Tip should appeal to a wide audience of consultants and should be no longer than 50 words (1 -2 short paragraphs). Make sure to give us a 2-4 word title that we can use in the index. Please include your name, company name, email, phone, website, and one sentence describing your business and/or your tagline. Denise Clancey, Membership Chair, www.teledirectpartners.com

Welcome New Members

Nelson Carvalho

IMCNE Members in Print

Allan B. Haberman, Ph.D. (Haberman Associates) http://www.biopharmconsortium.com is the author of an article published in the October 19, 2006 web edition of Pharma DD, entitled "Recent Clinical Developments in Type 2 Diabetes: Preventing Diabetes and Preventing Cardiovascular Events in Diabetics". Read the article by clicking here.

Allan B. Haberman, Ph.D. (Haberman Associates) http://www.biopharmconsortium.com served on the faculty of the course "Cardiovascular Drug Development", offered by the Pharmaceutical Education and Research Institute (PERI) in Arlington, VA, November 1-3, 2006.

Linda Watson, CPP, CSC, CHS-V (Whirlaway Group, LLC) http://www.whirlawaygroupllc.com is the author of an article published in the November 2006 Managing Diversity In Your Workplace, entitled “Well-Written Company Policies and Procedures a Must-Have in a Multi-Cultural Environment”.

Roundtable Report

The Fear of Networking: IMCNE's first roundtable took place Friday, October 20, in Burlington at Rebecca's Cafe. The Fear of Networking, presented and moderated by Lewis Green, drew 14 consultants, who discussed the subject formally for about an hour, and following the discussion, about half the attendees gathered in small groups to better get to know each other. The key learnings centered on overcoming fear and techniques designed around building relationships based on respect, trust and credibility. The group spent much of its time discussing the cause of our fear of networking (The answer has to do with human emotions. The better we understand our emotions, the more equipped we are to handle various circumstances that may arise.), and why the secret to success is listening not talking and especially not selling.

IMCNE Member Profiles

A Blend of Sicilian Passion and English Pride

It's a scary mixture, but age had mellowed Lewis Green and taught him to mellow on both the passion and the pride. His Sicilian mom wouldn't get it, and his British dad would be proud.

Born in southern New Hampshire (Live Free or Die), and after being asked politely to leave a Catholic College, Lewis spent 8 years in the Air Force before attending and graduating from the University of Florida with a degree in Journalism and Communications. That degree plus graduate work in Education and Theology served him well as he career-hopped across stints as a daily reporter, classroom teacher, book editor, free-lance writer, corporate manager, author, and serial entrepreneur.

Today, Lewis runs L&G Business Solutions, a communications/marketing firm located in greater Hartford. His fifth book, Lead with Your Heart, has a spring publishing date.

 Ten Things You Didn’t Know about Lewis Green:

1. If you could only eat one food for the rest of your life, it would be… pasta.
2. If I weren't a business person, I would be a… rock star.
3. Something I would like to do, but haven't had the chance… live in Italy for a year (or 10).
4. The last concert I went to…  U2.
5. My favorite toy as a kid… electric football. 
6. When I'm not working, you'll find me… with my family.
7. My favorite TV show is… Law & Order.
8. If I could be any animal, I would be a... Great Ape.
9. The last movie I saw was… too long ago to remember.
10. If I could have dinner with a famous person, dead or alive, he or she would be… Mickey Mantle.

She Walked for a Cause and Talks for Business

Having worked for ‘the man’ (MCI, Lotus, IBM) for 20+ years, Denise Clancey decided to take advantage of a departure package from IBM in 2001 and strike out on her own. But first she took a year off and spent time running charity fundraisers, the highlight of which was an event honoring Billy Jean King. She also is actively involved in walking to raise money for breast cancer research.

Denise loves the art and science of doing business by phone so it was natural that she would leverage this when she established her practice, and in 2002, Denise founded Teledirect Partners. Her company uses the telephone to help customers increase revenue, keep customers, and get more customers.

When Denise is not working and not spending time with her husband and two kids, she serve on a few boards and volunteers at a few non-profits. She uses her business skills to train charities to be effective contacting their constituents by phone, the most challenging of which was training recovering addicts on how to solicit support from their donor base. Very intense!

Ten Things You Didn’t Know about Denise Clancey:

1. If you could only eat one food for the rest of your life, it would be… coffee. Is coffee a food group?
2. If I weren't a business person, I would be... an auto mechanic or a therapist. I love fixing things and I love getting people to see what they need to do to move forward (sounds a bit like consulting).
3. Something I would like to do, but haven't had the chance… visit all 50 states (Road trip!!)
4. The last concert I went to…  Lyle Lovett
5. My favorite toy as a kid… my bike (banana seat, high handle bars with streamers and baseball cards attached to the spokes with clothespins). I did graduate to a 10-speed eventually.
6. When I'm not working, you'll find me… out and about with my family.
7. My favorite TV show is… Nine
8. If I could be any animal, I would be a... dolphin. Must be a Pisces/swimming thing.
9. The last movie I saw was… ‘Cars’ (the kids made me do it!). Favorite movie: ‘Midnight Run’ (not to be confused with ‘Midnight Express’)
10. If I could have dinner with a famous person, dead or alive, he or she would be… Joan of Arc. It would be fascinated to be able to examine her leadership skills up close.

Business Book Review

3D Negotiation by David A. Lax and James K. Sebenius, Harvard Business School Press, copyright 2006, www.HBSPress.org. My filter for deciding whether to include books in this new newsletter segment is to ask myself: "How might an IMCNE member benefit from reading this book?" The answer for 3D Negotiation is two-fold, I think:

1. At least some of us hope to build valuation in our businesses for the purpose of selling them at some point, and
2. One of the best ways to grow and make profitable businesses is through strategic partnerships.

In both instances, negotiation is key to success. So whether we negotiate ourselves or outsource the work, we need to understand negotiation's principals and trust that our model works. 3D Negotiation goes a step beyond the current models: win/lose and win/win. Both rely on tactics. Lax and Sebenius help us learn how to get beneath and beyond the tactics to a more systemic and complete approach that includes 1) tactics, 2) deal design, and 3) setup. For me, their definition of deal design sold me on the book's worth: Negotiation involves the art and science of drawing up deals that create lasting value.

-- Lewis Green the Founder and Managing Principal of L&G Business Solutions LLC. (www.l-gsolutions.com)

Share Your News

Share news about your firm with our community by submitting information on collaborations with other members, upcoming speaking engagements, and new publications. Eligible publications are books or articles that have been published recently by a print or on-line magazine. We are happy to post a copy of your article on the IMCNE website if you send us a Word or .pdf document with the full text.