Tonight's program presents five roundtable discussions relative to consultants
day-to-day business situations. Each topic is moderated by a seasoned
consultant. Our format tonight allows attendees to join one topic before
dinner and another topic after dinner.
5:00 P.M. Registration
5:20 P.M. Pre-Dinner Program
Topic
A: How to Interview a Senior Executive
Host: Tom Long (Solid Oak
Consulting)
Overview: Regardless of the type of consulting being
delivered, invariably there is a need to interview one or more Senior
Executives including those at the C level in order to define the problem,
identify issues or even to prepare to negotiate a project or engagement.
Preparation and the right questions are key to any interview. In this Table
Topic, we will discuss various ways to prepare for a C level interview and
share ideas on the best questions to use.
Tom Long is a
former Partner with Ernst & Whinney and Ernst & Young, and is an expert on
management issues and strategies for Small Business Owners and Entrepreneurs.
Tom has led efforts in all aspects of business growth, drawing on years of
experience in start-ups and turnarounds at large companies including Procter &
Gamble, R.R. Donnelly & Sons, Oracle Corporation, Computer Associates and many
small, start-up businesses. He is a seasoned executive with over 30 years of
experience in starting,
managing and turning around business groups both domestically and
internationally.
Topic B: How to identify opportunities
that call for your services.
Host: Joe Cavolick (Cavolick Consulting)
Overview: Is your service Event-driven, like an acquisition or a relocation, or
is it Process-driven, one that your client can use at any time, like cost
saving, operational improvements or sales force effectiveness. How do you find
those opportunities and how do you create a compelling need for your service,
especially in the current economy?
Joe Cavolick is professional project manager who specializes in helping
CEO's relocate their business operations to new facilities. Drawing on thirty
years' experience in operations and strategic planning he helps clients plan
and execute their relocation with minimal disruption to the business
operations. He has moved thousands of employees into more than a million square
feet of space. He networks extensively and holds leadership positions in local
and national professional and service organizations. More information is
available at his website
www.cavolickconsulting.com.
6:15 P.M. Announcements/Introductions
6:30 P.M. Networking
7:00 P.M. Dinner
8:00 P.M. After Dinner Program
Topic C: How
to Find the Name of the Person Who
Retains Your Services – How to Get Through
to the Person Who Retains Your Services
Host: Judy Litt
(Judith R. Litt)
Overview: Judy will lead the table
discussion regarding how the consultant can find out the names of the
individuals who retain his/her services. Shewill also describe techniques to
use to get through to them. Table participants will be able to share problems
and problem solve in regard to the topics.
For the past 23 years, Judy Litt,
principal of Judith R. Litt, has found the names of individuals who retain her
clients' services and engaged in meaningful phone dialogues with them. These
communications lead to the gathering of pertinent information and qualified
appointments. The decision-makers include heads of companies and departments;
targeted companies range from multinational corporations to small businesses
depending on her clients' requirements. Judy has a B.A. in Education from
Roosevelt University in Chicago and was an educator for nine years. She was a
social and marketing researcher for the Center for Urban Affairs at
Northwestern University and was Marketing Director for an interior
design/interior architectural firm. Judy has led "Phone Contacting" programs
for the College of Lake County and the American Accounting Marketing
Executives. Her articles, "Warming Up to Cold Calling-A Professional Approach
to Business Development" and "Seeing Yourself Through Your Clients' Eyes-The
Image Study: A Winning Marketing Tool" were published in the Chicago American
Institute of Architects' Focus newsletter. Judy has been a presenter for
programs put on by The Illinois Department of Commerce and Community Affairs
and the Women's Bar Association. She has been a member of MSPC for over a
decade actively serving on the Board and committees.
Topic
D: How to form profitable alliances with
other consultants and organizations.
Host: Joe Cavolick (Cavolick
Consulting)
Overview: First define your purpose in
networking - there are four business purposes. Then select groups that meet
your specific purpose and engage them for special events and for longer term
cooperation. Always keep your purpose in mind when networking.
Topic E: The Importance of
Having Multiple Contacts with
a Company That Retains Your Services
Host: Terry Tierney (CSC)
Overview:
Regarding the importance of multiple contacts within a client company, it is
important to note who are the sponsors or owners of a project such as the
signers of the project charter and the budget approval people. Is your main
contact close to these power people or is your contact the person who hired you
or one who matches your background or is someone with whom you have a
high comfort level? If you are a technical consultant then you may have a
tendency to align with the IT department. Does the IT group sit at the table
with the chief strategists and decision makers in a company or do the IT people
act more as advisors? If you are a functional consultant then how do you
determine what the business drivers of the project are and who are the people
in the influential roles? In today's environment many companies pursue cost
reduction programs which often fall in the procurement and supply chain areas.
You could get to know people outside the client such as major suppliers or
customers who could provide valuable insights. Choosing to be aligned with
one or a limited number of persons in the organization heightens your risk of
having a limited communications channel and a lessened visibility within the
organization. It makes good sense to know the IT department whose work
supports the entire organization, to meet the money people, and to find someone
who has an institutional memory and knows what has worked in the past.
Terry Tierney started Job Talk Radio in
Chicago six years ago to help people find a job, change careers, or start a
business. Guests include nationally known authors such as Richard Bolles and
Martin Yates and service providers for job seekers such as Craig Newmark of
Craigslist. We have interviewed many business coaches, entrepreneurs,
recruiters, and consultants who have helped listeners with career planning.
Terry's full-time job is in the IT area with projects such as being the Project
Manager for the U.S. Army's deployment of SAP software. Terry recently spent
time working as a contractor to the State Dept, working in Iraq, helping Iraqi
business people learn how to plan, startup and sustain businesses.
