4th Annual New England Consultants Conference

Future Trends in the Consulting Field: Building Your Toolbox for Success

AGENDA
8:15 am Registration & Networking Vendor Tables
9:00 am Introductory Remarks
9:10 am Keynote Speaker Scott Anthony
10:10 am Breakout Descriptions
10:15 - 11:00 am Round One Breakouts
11:15 - 12:00 noon Round Two Breakouts
12:00 - 12:45 pm Lunch (included with registration)
12:45 - 1:30 pm Exhibit, Sponsors tables, and networking
1:30 - 2:30 pm Panel: Products for Profits
2:30 pm Wrap Up and Raffle

Keynote Speaker
Scott Anthony
Author of Seeing What's Next: Using the Theories of Innovation to Predict Industry Change

Great firms don't topple overnight. Industries don't radically change in an instant. But far too often, it seems like they do. And when that happens, the consequences — for the executives in those firms, for the analysts who recommend them, for the investors who bet on them, and millions of others with a stake in the outcome — are devastating.

Now, the world's leading expert on disruptive innovations and his team of researchers introduce a groundbreaking model that will enable "outsiders" with no proprietary information to predict how innovations will impact firms and industries — and to make the right decisions while there is still time to make them.

Scott D. Anthony is a Partner at Innosight, a management consulting and education company based in Watertown, Massachusetts. Founded by Clayton M. Christensen in 2000, Innosight seeks to help companies take advantage of disruptive innovation to create new growth. At Innosight, Anthony has worked with clients ranging from national governments to leading medical device, health care, chemicals, telecommunications, software, publishing, and consumer products companies. He has played an integral part in developing Innosight's methodology to implement the ideas in The Innovator's Solution. He also serves as the Editor of Strategy & Innovation, a journal that publishes cutting-edge thinking on these topics, coproduced by Innosight and Harvard Business School Publishing.

Prior to joining Innosight, Anthony worked with Christensen at Harvard Business School, managing a group that worked to further Christensen's research on innovation. He has authored a number of articles, cases, and working papers. Anthony has also worked as a Consultant for McKinsey & Co., a Strategic Planner for Aspen Technology, and a Product Manager for WorldSpace Corporation.

Anthony received a B.A. in economics, summa cum laude, from Dartmouth College and an M.B.A. with high distinction from Harvard Business School, where he was a Baker Scholar. He lives in Boston in the shadows of Fenway Park with his wife, Joanne.

Facilitation Skills for Consultants
Led by Jeff Govendo, President, The Innovative Edge, Inc.

Sometimes the most valuable service you can provide your clients is to create a forum where they can think creatively and work together productively, in order to come up with their own solutions to the challenges they face. This is the art of group facilitation. In this session we'll discuss:

• 3 aspects of a meeting the facilitator should manage
• Distinguishing between meeting content vs. process
• The basics of group facilitation: planning, organizing and conducting the meeting
• Handling problem participants: dominators, naysayers, shrinking violets, and others
• Creating action steps

Jeffrey Govendo is president of The Innovative Edge™ Inc., a consulting firm based in Hopkinton, MA that helps client organizations tackle tough challenges through creative problem-solving. Mr. Govendo works in a broad range of industries and non-profits as a project consultant, group facilitator, trainer and conference designer, enabling organizations to achieve their goals by increasing their capacity for innovation.

Marketing Tricks of the Trade
Led by Lisa Dennis, President, Knowledgence Associates

Marketing Professional Services requires a multi-pronged approach. The challenge for the consultant is how to balance client project delivery with marketing campaigns and selling efforts. Many of us face the ãfeast or famineä syndrome ö working until the gig is through and then focusing on marketing for the next project afterwards. The best way is to think like a sales person even when you aren't actually selling. The key is to develop a repeatable and consistent marketing mix, and build a pipeline of potential sales opportunities that can be nurtured over time. This session will focus on what marketing activities make sense for consultants, and how to create a ãmixä that is both effective and implementable. The reality is that every successful consultant is a marketing and sales person FIRST.

Lisa Dennis, President and Principal, Knowledgence Associates, brings twenty years of marketing and sales experience to her work with companies such as GTE Internetworking, Akamai, Quaker Fabric Corporation, IBM, EDS. PricewaterhouseCoopers, and Cap Gemini Ernst & Young. Pairing hands-on marketing and selling of information and high technology products and services, with end-user design experience for marketing and sales applications, she understands what the customer imperative needs to be for communicating information about products and services to varied audiences. Prior to founding Knowledgence Associates in 1997, she held publishing, product management and marketing/sales roles at Bolt Beranek and Newman, The Thomson Corporation, The Center for Business Intelligence, and World Congress. She is the founder of the Boston Chapter of Fast Company Magazine's Company of Friends network.

Using The Balanced Scorecard To Manage Your Practice
Led by Jared Clark, President, Government Consulting Group, Inc.

Is your practice operating at a level where you want it? Do you know what you're doing, but don't have a clear strategy to improve? Does the crush of activity rob time from doing what's most important? Are you afflicted with fits of procrastination? Developing, implementing and using the Balanced Scorecard can harness your creativity, focus your energy, and help you make it happen. Following a brief introduction to the concepts, you will put pen to paper and begin to map out not only your financial goals, but what your customers value most, the expertise needed to make them ecstatic, and what you need to learn or develop. Set goals and objectives. Measure your own performance. Listen to what you learn. Come. Think. Take away a brighter future.

Jared Clark, CMC has been an advisor to leaders in government and education at the state and local level for ten years. Prior incarnations included being a city manager for 15 years, and for 6 years, leading sales and marketing in the computer industry at the national and international level. After several years of mixed results, Jared has reinvented his consulting practice and is practicing what he preaches.

What's Your Story? Distinguish Yourself in a Cluttered Marketplace
Led by Harvy Simkovits, President, Business Wisdom

Why should buyers buy from you? Why should colleagues partner with you? Without an attractive and inspiring message you won't capture these people's interest and attention, let alone their energy, commitment and resources. Come and get Business Wisdom's simple and profound formula that uniquely distinguishes your business, and builds other's curiosity and attraction to work and align with you. You will create the powerful message and resourceful state-of-mind that will make you meaningful and memorable to your target audience.

Participants will take away:

• a structure for developing and refining their powerful, compelling business story that will answer any prospect's questions about, "Why should I talk to you?" and "Why should I buy from you?"
• their own compelling story to try out in their marketplace

Harvy Simkovits, CMC, is often known as Mr. Business Wisdom. As founder and President of Business Wisdom in Lexington, MA, Harvy works exclusively with owner-managed companies (proprietorships, partnerships and family businesses) across many industries. Over the last 20 years as a speaker, writer, educator, business owner and consultant, he has become known for his simple and profound approaches for business growth, prosperity and continuity.

Harvy has published over 50 articles on topics of Business Development, Company Management, Organization Leadership and Learning, as well as Management Education. He has also written a progressive, thought-provoking and powerful business-development manual, entitled "Shepherding Business to Your Door".

Creating Magnets to Your Website - Turning a Passive Site into an Aggressive Selling Tool
Led by John Webber, NHB Internet Services, LLC

Are you really getting what you expected from your website? How much business have you received? Using the tagline "It's Not About Building Your Website, It's ALL About Building Your Business",
John and his firm have helped clients to achieve real measurable success.
Example: Increased traffic from 1716 hits in September to 11,605 hits in January - over 675% Increase in traffic! CEO Don Overman says, "We have generated the most significant and sudden 'Return-On-Investment' we have ever seen. In the first four months we have made 28 new contacts and have quoted over $500,000.00 in new work."
Example: Business to Business Marketing Campaign - 43% increase in sales. Owner Steve D'Angelo says, "After our first campaign in less then 90 days, we hit our goal of 100 prospects, and a whopping increase in sales of 43%."

Participate in the interactive workshop and discuss:

• The 3 main purposes of a website and their differences.
• How to attract potential clients to your site more effectively.
• What TO DO and what NOT TO DO to get more visitors.
• How to turn your website into a selling tool.
• What works and what doesn't.

Since 1980 John has been a business owner/entrepreneur and has accumulated tons of real hands-on experience working in all capacities of business management and development. In 1992 John began Executive Marketing Consultants where he consulted personally one-on-one with small businesses, focusing primarily on business growth through marketing and promotion. In 1998 John was pulled into the exploding arena of Internet Marketing and Web Development. Since then he and his company have worked with over 380 businesses, consulting on and in building businesses through marketing websites. His diverse working experience encompasses small one-person operations to large corporate clients, including Southern New Hampshire Medical Center and Mass Port Authority. NHB Internet Services, LLC provides Web Development, Web Hosting, E-commerce, Search Engine Optimization, E-mail Marketing and Database Development.

Networking that Works
Led by Jay Wallus, Street Smart Training

A professional trainer with over 15 years of direct sales and sales management background, Jay Wallus has an extensive background in all aspects of the selling process. He is recognized as a leading authority on "real world" sales training and business-to-business networking. With his unique formula that combines networking know-how, motivation, a step-by-step process andf a lot of energy, Jay has helped his clients grow their sales numbers at a rate that even they didn't think was possible. Trainer, speaker, consultant and entrepreneur, Jay specializes in sales development and personal achievement. His networking seminars are standing-room only and his weekly on-going Winner's Circle classes continue to grow at a phenomenal rate. Jay's secret is simple: his programs work, as evidenced by the incredible transformations of his clients — in the business as well as personal arenas.

Products for Profits: How to Create Income While You Sleep

Panelists include:

Bill Roiter, Executive Performance Group (book, multi-media training)

William Roiter, Ed.D. is a psychologist and businessperson who has consulted to businesses since 1978. He has provided individual consultation to many senior exectuves and has assisted organizations as they have implemented both planned and sudden changes. During this time he has started and sold three successful businesses. He has just combined his consulting and coaching business with two partners to create Summa Research Group. Summa RG conducts human behavior research with accomplished people and works with these people at times of change. Bill's most recent research project is the basis for Corporate MVPs (Wiley, 2004). Bill's professional training includes Doctoral work at Boston University and extended post-doctoral training and teaching at Harvard Univeristy. He has also published two successful multi-media training programs through the Bureau of National Affairs.

Nancy Stephens, CEO, Global Sales Alliance (books, CDs)

Nancy J. Stephens, CSP is founder and CEO of Global Sales Alliance, a sales consulting firm specializing in executive development and business growth. Since GSA's inception in 1992, Nancy has assisted senior-level executives and business professionals throughout North America, South America, Europe, the Middle East, and Asia on how to create predictable and sustainable sales results with unique sales & leadership methodologies. Nancy is also an accomplished author and is a member of the National Speakers Association holding their highest earned degree (CSP - Certified Speaking Professional). She is Past President of the New England Chapter, the largest chapter of the NSA. Nancy is also a current member of the CEO Club of Boston and is a Psychology Master's Degree candidate at Cambridge College.

Marisa D'Vari, DEG.com (books)

Marisa D'Vari is a national speaker on the topic of publicity and the author of Building Buzz: How to Reach and Impress Your Target Audience, from Career Press and four other books. Formerly a development executive for MGM studios in Los Angeles, the East Coast based D'Vari is now a consultant helping authors and entrepreneurs use the power of the free media to build buzz for their books and business.

Raffle Items:

• Presentation Magic and Media Magic, by Marisa D'Vari

Register NOW!

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Registration is simple and quick, and IMCNE can accept several forms of payment. Discounts are available for members, multi-event ticket holders and early birds. For more information, contact Donna Powell by:

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

Full-Day Workshop	Members/Affiliates	General Public
Early Registration*	$ 89	$ 109
After Oct. 15th	$ 109	$ 129
Walk-in	$ 119	$ 139

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

Save by purchasing multiple-event tickets!

Call (800) 696-7399 for details.

Discounts	Members/Affiliates	General Public
4-Event Ticket	$ 170	$ 210
Full Season Ticket	$ 350	$ 475