Monday, May 19, 2003

Getting Clients and Keeping Them Happy
(also includes our Annual Meeting)
3:00 - 9:00 pm
(registration & networking 2:30 - 3:00 pm)
Sheraton Lexington, Lexington, MA
(Click here for directions)

Afternoon Workshop
Structuring Assignments — and Client Relationships — for Success
with Larry Stybel and Candy Deemer
3:00 - 6:00 pm

Long-term client retention is one of the keys to a successful consulting practice. To achieve it, consultants must have a dual focus: delivering superb results, and developing outstanding relationships with clients. This requires them to structure assignments so the clients get what they really NEED, rather than merely what they WANT. And just as often, it requires them to restructure the parameters of their relationships, so client and consultant can work successfully as a co-leadership team. In this workshop consultants/authors Larry Stybel and Candy Deemer will share their insights on these two critical factors for long-term success.

Larry’s presentation is entitled "Framed to Fail: How Consultants and Clients Mis-Structure New Assignments, And What to Do about It."

In between selling the business and doing the assignment is a process called "setting expectations and structuring the assignment for success." Larry will take us through this process step-by-step, and show how you can increase client retention through the use of this structured program.

Candy will share her insights on the "Five Foundations of Successful Collaborative Relationships," and how these foundations can support the Consultant/Client team through conflict and crisis. Since ego is at the core of every relationship, Candy pays special attention to the parameters and processes of communication, and the influence that gender plays. She will share specific tools to help you better understand your own communication needs, as well as those of your Client "partner," leading to improved collaboration and client retention.

Dr. Laurence J. Stybel is a partner at Stybel Peabody & Associates in Boston. He is a consultant, author and nationally-recognized speaker in the area of corporate governance and senior executive career management – two areas of high turbulence. He is a frequent contributor to Harvard Business Review and many other publications. He is a former member of the Board of Directors of the New England Chapter of the National Association of Corporate Directors. He currently serves on the Boards of two technology companies.

Larry's work has been profiled by The Wall Street Journal, Business Week, Der Spiegel, Fortune, Newsweek, The Washington Post, and many other publications. Larry is referenced in Who's Who in America And Who's Who In Finance And Industry.

Candy Deemer is a partner at Interven Partners in California. She is a consultant, nationally-known speaker and co-author of the book Dancing on the Glass Ceiling. Candy spent 22 years in the advertising industry, rising from an entry-level position as Assistant Account Executive at Needham, Harper & Steers in Chicago (now DDB Worldwide), to Co-Managing Director and COO of DDB Los Angeles. Candy was the highest-ranking woman in the L.A. office, so she knows firsthand about the trials and tribulations of being a "trailblazer" in corporate America.

Candy is a charter member of Northwestern University’s Council of One Hundred, a group of professional women in business, government and the arts who are selected by the university to mentor female students toward successful careers. She has 2 residences, and divides her time equally between homes in Manhattan Beach, CA and Barcelona, Spain.

Dinner & Speaker Program
Improving the Value of the Sale... for Your Customers and for You
with Jack Derby
6:45 - 9:00 pm

In these turbulent times, uncertainty best describes the mind set of most senior business managers today. From a sales perspective, uncertain times require tactics that are highly innovative and much more focused on meeting specific customer needs and delivering real value.

In this presentation, senior management coach Jack Derby of Derby Management in Boston will offer insights on:

• The state of the consulting business in 2003…and what the future holds
• Winning sales strategies for these uncertain times
• How to succeed in engaging and selling the CEO

Jack Derby has worked with senior executives in some of the nation’s most respected companies in biotech, consumer products, high tech and manufacturing. He is a frequent contributor to Boston Business Journal and Mass High Tech, and is often quoted in the Wall Street Journal, Boston Globe and many other publications.

Jack has been named to Mass High Tech's All Star Team. He is a highly popular speaker at numerous business organizations, including the MIT Enterprise Forum, the Small Business Association of New England, the Harvard Business School, and the WPI Venture Forum. He is a guest lecturer at MIT where he teaches classes in business planning for undergraduate students in Mechanical Engineering. Currently, he is President of the Association for Corporate Growth, a Director of The Associated Industries of Massachusetts and a partner in Kestrel Ventures, an established early stage venture capital fund.

AGENDA

2:30-3:00 pm Registration/Networking
3:00-6:00 pm Afternoon Workshop
6:00-6:45 pm Networking
6:45-9:00 pm Dinner and Speaker Program

Register NOW!

Phone: 800-696-7399, 978-392-8415
Fax: 978-392-8415
Email:
Mail: IMCNE, c/o Donna Powell, PO Box 774, Westford, MA 01886

INVESTMENT

*Save by registering early! Registrations received on or before May 15th are available at the early-bird price shown.

Affiliate Organizations: Members of the following organizations qualify for "Member" pricing - NSANE, ICCA, ICFNE, NEWBO, ODLG and SPC.