INSTITUTE OF MANAGEMENT CONSULTANTS
New England Chapter

News and Views

In this issue:

Member Spotlights

Next Event:
Saturday Oct. 25th

IMCNE Value Survey

CMC Corner

Member Feature Article:
"Separate from the Pack by Writing and Publishing Articles!"
by Ken Lizotte CMC

Welcome New Members

Breakfast Brainstorms Calendar

emerson consulting
group inc.
"We turn consultants into thought leaders!"

~~~~

Next Event:

Saturday
October 25, 2003

All-Day Workshop
9:00 am to 3:00 pm
Radisson Hotel, Marlborough, MA

Practical Marketing Strategies for Expanding Your Consulting Practice

Register NOW online!

For complete details, visit IMCNE.org

Member Spotlights

Women's Business published an article by Fifi Ball and business partner Sally Brickell in its September issue entitled, "Avoid Trap of Time Wasters at Work."

Ethel Cook of Corporate Improvement Group gave a presentation entitled, "Organizing Your Office Without Tearing Out Your Hair" for the Hanscom Air Force Base Family Support Center.

CONSULTING TO FAMILY BUSINESSES, co-authored by Jane Hilburt-Davis and her partner Gibb Dyer of Key Resources has just been published by Jossey-Bass/Wiley.

Women's Business published an article by Bonni Carson DiMatteo in the September issue entitled, "Recession Proof Your Professional Service Business - Six Steps of Success in a Down Market." Her article "Overcoming Anxiety about Selling and Business Development," was published in the October issue of CONTACT! the newsletter of the New England Women Business Owners.

Allan B. Haberman, Ph.D. (Haberman Associates) gave a presentation on "New Approaches to Cardiovascular Drug Discovery and Development" at the "Emerging Cardiovascular Therapeutics" conference, June 10-11, 2003, in Cambridge, Massachusetts. Dr. Haberman chaired the conference and also served as the moderator of an interactive panel discussion at the same conference on "Innovative Approaches to Atherosclerotic Disease: Challenges and Opportunities." The conference was sponsored by Barnett International, a division of Parexel.

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 an IMC member or affiliate to be featured. them to Ethel Cook, Subject: IMCNE spotlight.

IMCNE Value Survey

This is just a reminder to complete the IMCNE Value Survey by October 29th if you have not already done so. This is your opportunity to share what value you receive or would like to receive from IMCNE. The results will influence the future direction of IMCNE so that it continues to serve the wants and needs of the New England consulting community it serves.

The Value Survey should take you about 10-15 minutes to complete. The Value Survey is conveniently available on-line 24 x 7 now through October 29th, but we ask that you respond as soon as possible. Summary level results will be shared with Value Survey participants who provided their email address, which is optional.
Your response does make a difference in influencing the direction IMCNE takes in the future.

To participate in the IMCNE Value Survey, please click the link below or go on-line and retype the address into your web browser.

http://www.insightmanagementgroup.com/survey/s.HTM

Thank you for participating!

The CMC Corner

CMC College Reports on Ethics Survey

Two of the issues that the College of CMCs investigated in its recent Ethics Survey were, "How do your clients feel about consultant behavior vis-à-vis ethics?" and "How does that compare with their view of employee behavior?" The results of the survey of 123 U.S. business executives are posted for you to read and download. The survey report is posted on the College website, www.cmcglobal.org, on the page "View Articles." On this page you will also find a white paper summarizing the survey results. The white paper and a press release are also posted on the IMC USA website home page, www.imcusa.org.

An invitation to IMCNE CMC members — This section is dedicated to you. If you have commentary you'd like to share, here is a forum for you. Send your commentary to editor Ethel Cook for consideration. Ethel Cook, Subject: CMC Commentary.

Member Feature Article

Separate from the Pack by Writing and Publishing Articles!
By Ken Lizotte CMC

To stand out from the crowd, especially in these less-than-boom times, many consultants have latched onto an underutilized but powerful marketing technique available to us all: writing and publishing articles.

A great benefit of this approach is that it permits the promotion of one’s ideas and services while educating your target market all in one fell swoop, converting you the author into a bona fide "thought leader."

How to get started? First, do NOT write an article, do not pass go! Instead, obtain a "go-ahead" from an editor at a publication read by your target market, i.e., by decision-makers who typically hire you. Do you contract with CFOs? Pitch to a financial executive publication. Are you hired by CEOs and presidents? Try a broad management/executive publication. HR VPs like to send you checks? There are plenty of HR pubs out there to set your sights on.

Before you pitch, though, determine your prime business objective. Which services of yours would you most like to promote? Be sure to structure your article ideas around topics that would highlight such services.

For example, one client of mine specializes in employee benefits, so we pitched an article idea called "Putting Defined Benefits Plans in Place: What to Think About." We then approached publications read by corporate benefits planners.

And how did we get the editors’ attention? Via a simple process, really: we emailed and phoned targeted editors directly, armed with a succinct, to-the-point synopsis of the article idea. We also tried more than one publication, in case the first wasn’t interested. Before long, we have found three on our list that all wanted to see this article.

When you set out on the same path, you will likely reap similar results. Ultimately, you begin to see one article after another gloriously find its way into print. After that, "thought leader" will become a new moniker you can truthfully, and proudly, tack up in front of your name.

Ken Lizotte CMC is Chief Imaginative Officer of emerson consulting group inc. (Concord MA) and president of IMCNE. Phone: 978-371-0442. Email: Website: www.thoughtleading.com

Welcome New Members

Steve Anderson, Global Development Solutions Corporation
Jack Harrington, Franklin Management
Bradley Silva
Mark Swartz, Accretive Consulting Group, LLC
Ron Visocchi, The Benjamin Group LLC

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

Monday, November 3, 2003
7:45 a.m. - 9:15 a.m.
Sheraton Wayfarer Restaurant, Bedford, NH

Monday, November 10, 2003
7:45 a.m. - 9:15 a.m.
Rebecca's Café, Burlington, MA

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

Visit the IMCNE Web Site

The IMCNE web site has a new link that lists our Strategic Partners' events and other events of interest. Click www.imcne.org/spcalendar.html.

Book Reviews Solicited

Read any good books lately? Book reviews of up to 150 words are needed monthly. Business books and those you found helpful from other genres are of special interest. us - enter Subject: IMCNE book review

Would you like to advertise an event, product or service in this e-letter? Request our advertising fee schedule by emailing IMCNE's or by calling 800-696-7399.