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INSTITUTE
OF MANAGEMENT CONSULTANTS |
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News and Views |
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eNewsletter for the New England Consulting Community September 2005  |
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In this issue: Member
Feature Article |
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| 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 Sponsors
and
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Welcome to this month’s IMCNE newsletter! I hope that your consulting activities are continuing at a high level and that you also took some downtime this summer. How does your consulting year look so far? Please let me know if 2005 is a “growth” year for you. If I receive enough responses, I’ll provide a simple report on the number of yes/no answers. 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? The newsletter is an opportunity for you to provide news on your achievements and learn about your fellow consultant’s activities. Please send your news, articles, book reviews and commentary for the October 2005 issue. Look out for the request in one of the weekly e-mail updates. Thanks!Good
consulting! |
| Member
Spotlights Tom Kennedy (The Kennedy Group) spoke on communications, “Death by PowerPoint,” at the September 13 meeting of Financial Executives International. Tom Sowell (Sowell Manufacturing Consulting) was recently quoted in the Boston Business Journal (September 16-22 issue) in an article regarding mergers, job reductions, and the effects of the trade imbalance with China.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.
Email them to Mike Kayat at
, Subject: IMCNE spotlight. |
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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 . 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 our Editor, Mike Kayat, for consideration.
Email Mike at
, Subject: CMC Commentary. |
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Robert Uerz |
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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! |
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Member Feature Article Delivering High Value Consulting Price is what you pay. Value is what you get. Adding true value, making a difference, is satisfying and rewarding for both client and consultant. That’s what consulting is all about. Being successful means forming and building on symbiotic relationships with our clients and delivering services which at least meet, if not exceed our client’s expectations. Clients need our high performance, productivity and our independent perspective to get new things done in a relatively short time. As consultants, we have to ensure we can help our clients define how we can successfully deliver high value services. At the selling stage, we have listened to our clients needs and responded with a winning proposal of services that address project objectives to meet these needs. In the process, we have bonded with the client and reached an empathetic level of understanding of the project. To make sure we tread carefully and make new friends, we’ve also gathered up some emotional intelligence about the lay of the land within the client’s organization, big or small. The Scope of Work (SOW) is the most important document (a part of the initial proposal) that will guide us (and our client’s management) in delivering high value services. The SOW is a consulting tool that clearly defines the project objectives and contains the all important work plan. The work plan shows each step with tasks and deliverables, along with schedule and milestones. Even a short term project should have a SOW and plan, to show value, our approach and levels of measurable success. The client knows what to expect, when, how things will get done and has agreed the success criteria at each stage and for the final stage of the project. If the project is expected to take weeks or months, we must be careful to maintain the independent perspective, enthusiasm, hard work, creative energy and productivity. We avoid succumbing to routine and the natural ebb and flow of the client’s organization. We’ve broken down the project into small size milestones and deliverables that show our progress and continuing value. The client can see that we are keeping an eye on achieving the project objectives. Together, we can make any necessary mid-course corrections that may needed if conditions change. This may even mean negotiating a modified SOW and terms, perhaps for increased set of services and responsibilities. At the successful completion of an engagement, we can be pleased and satisfied that our economic value to an appreciative client is a lot more than our invoice price. Michael Kayat is the Managing Principal Partner with Metrisys, LLC, which provides management consulting services focused on strategy, business development, marketing and sales for emerging technology companies. You could be sharing your wisdom and observations with your fellow IMCNE members. Submit your article of 250-300 words for consideration to News & Views Editor Mike Kayat at , Subject: IMCNE article.
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October Program
Breakfast Brainstorms
PEGs
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. |
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Please
send book reviews to Mike Kayat at
Success I've found that luck is quite predictable. If you want more luck, take more chances. Be more active. Show up more often. Treating people with respect will gain one wide acceptance and improve the business. Goals A clear vision, backed by definite plans, gives you a tremendous feeling of confidence and personal power. The big secret in life is that there is no big secret. Whatever your goal, you can get there if you're willing to work. Life Enjoy yourself. It's later than you think. |
| Our
Advertising Rates Would you like to advertise an event, product or service in this e-letter? Request our advertising fee schedule by emailing IMCNE's administrator at or by calling 800-696-7399. About IMCNE Learn more about IMCNE's programs, membership details and services to New England consultants by clicking here or calling us at 800-696-7399. News and Views Editor Mike Kayat Metrisys, LLC - Sales, marketing & business development services for emerging technology companies Phone: 978-371-0823 Email: Mail: IMCNE "News & Views", P.O. Box 774, Westford, MA 01886 Copyright © 2005 IMC New England |