Find presentations from our Annual Conference, articles by our chapter members, archived newsletters, audio files of dinner meetings, etc.

Item Name		Posted By	Date Posted
Dinner/Panel-Nov 9, '09-Context PDF (46.51 KB)  [ more ] [ hide ]		Stephen Lipka CMC	12/1/2009
Dinner and Panel, Nov 9, 2009 - Lessons Learned: Building a Successful Consulting Practice… In Any Economy. Presentation - Context of the Meeting
Dinner/Panel-Nov 9, '09-Lessons Learned PDF (149.72 KB)  [ more ] [ hide ]		Stephen Lipka CMC	12/1/2009
Dinner and Panel, Nov 9, 2009 - Lessons Learned: Building a Successful Consulting Practice… In Any Economy. Presentation by John Wheeler, Jr. CMC - Lessons Learned
Dinner/Panel-Nov 9, '09-Feast or Famine Syndrome PDF (876.22 KB)  [ more ] [ hide ]		Stephen Lipka CMC	12/1/2009
Dinner and Panel, Nov 9, 2009 - Lessons Learned: Building a Successful Consulting Practice… In Any Economy. Presentation by Lisa Dennis: Feast or Famine Syndrome - How to Market and Sell Your way Out
Dinner/Panel-Nov 9, '09-Producting Your Consulting PDF (124.75 KB)  [ more ] [ hide ]		Stephen Lipka CMC	12/1/2009
Dinner and Panel - Lessons Learned: Building a Successful Consulting Practice… In Any Economy. Presentation by Ronna Cohen: "Productizing Your Consulting Services"
Dinner & Panel - Jan 22, 2009 MP3 (5.57 MB)  [ more ] [ hide ]		Stephen E. Lipka	2/3/2009
Audio recording of our January 22, 2009 Dinner Meeting and Panel Discussion "Grow Your Client Base....Professional Services Firm Executives Share Their Insights"

Item Name		Posted By	Date Posted
Track B: Innovating with "Blue Ocean Strategy" PPT (2.42 MB)  [ more ] [ hide ]		Stephen Lipka CMC	5/14/2009
W. Chan Kim and Renée Mauborgne’s ground-breaking business book, Blue Ocean Strategy, has been published in over 41 languages and sold over two million copies worldwide. Based on the principle of creating new market space – a “blue ocean” – as opposed to trying to outperform the existing competition, the book draws on examples as diverse as Southwest Airlines, Curves and Cirque du Soleil. In this hands-on session, strategy management consultant and certified Blue Ocean Strategy practitioner, Jennifer von Briesen, explained how this approach can help your clients remain innovative and growth-focused, regardless of the current economic situation. Ms. von Briesen also demonstrated the Strategy Canvas, a multi-purpose visual tool for consultants to help clients recognize opportunities, agree on change priorities, and mobilize for implementation. :: Jennifer von Briesen, CMC, MBA, PMP has been a strategy management consultant for 14 years.
Track B: Crafting Messages with Impact (Handout) PDF (81.59 KB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
As professionals, we need to write messages that persuade – proposals that sell; requests that are met; arguments that overcome resistance. It’s an essential part of the work we do and yet a skill that is rarely taught in high school, college or MBA programs. This practical session explores the “psychology of influence,” and offers experience-tested tactics for helping others see your point of view and respond to your requests. Success in this area requires much more than "please" and "thank you". Session highlights include: * How to open when writing to a resistant or indifferent audience. * Understanding the role of credibility in being persuasive; how to improve your own credibility. * Using proven principles of social psychology to help others accept your point of view. :: Ken O'Quinn, Principal of Writing With Clarity, is a corporate writing coach. He previously had a long journalism career with the Associated Press.
Track B: Generating Leads Through SEO PDF (933.16 KB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
More than ever before, companies and executives go online in their search for professional service providers. And in a tight economy, the competition for a limited number of leads is as fierce as ever. Those professionals who can be easily found via Google and other search engines will the ones who benefit most. In this detailed session, nationally recognized SEO pioneer, Jill Whalen, offered tips, advice and information that you can put to use immediately, to increase your web site’s ranking and visibility in popular search engines. Drawing on her 15 years of search engine work with hundreds of clients across dozens of industries, Ms. Whalen explained what matters – and what doesn’t – in search engine rankings. :: Jill Whalen is the CEO of High Rankings, one of the pre-eminent SEO companies in the US. Since 1995, Jill has worked with hundreds of clients in more than 40 industries to enhance their presence through proven and dynamic search engine strategies.
Track A: Selling and Consulting to Global Clients PDF (771.58 KB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
How do the needs of global companies differ from those of national organizations? What are global companies looking for from professional service providers? What are the biggest mistakes made by consultants and others as they move up to the global economy? Speaker Christine Spira has spent 15 years serving clients across North/South America, Europe, Asia, Australia, and South Africa. In this fast-paced session, she answered these and other questions, and explained what it takes to thrive in the expanding global marketplace. :: Christine Spira, PMP, Founder and Principal of Partnering Consultants, has over fifteen years of experience in consulting and managing projects. Christine is a DDI certified facilitator, has her PMP Certification through the Project Management Institute and teaches for Boston University CEC programs.
Track A: Green Organizations PDF (913.78 KB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
What’s the proven business case(s) underlying the decision to “go green?” Does “greening” your client’s organization make good business sense? How should you go about transforming an organization into a green business? Green (AKA Sustainable) businesses are generating a lot of buzz these days, and for good reason. But is it right for your clients? And furthermore, does it make sense in a down economy? In this session, 30-year environmental and management consultant Glenn Bachman outlined the characteristics of green organizations, examined how greening an enterprise can improve competitiveness, and described the principles and techniques used to help any organization go through the transition of becoming green. :: Glenn Bachman CMC, AICP has served clients in New England, California and the Pacific Northwest. He is founder and President of Raven Business Group, which specializes in environmental assessment, strategic planning and sustainability reporting.
Track A: Thrive, not Just Survive PDF (610.13 KB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
In a challenging business environment, what are some of the trends upon which service providers can capitalize to support both their clients and their own businesses? What are clients demanding from us, and how do we respond accordingly? What are the key trends and requirements that we can replicate across our client base to stand apart from others? This session explored how service providers – consultants, accountants, bankers, insurance providers, attorneys – can best provide services that matter to entrepreneurial companies. :: Steve Snyder is Entrepreneur-in-Residence at the law firm Gesmer Updegrove LLP, working with the Firm's clients to create growth strategies and find new ways to impact both their top and bottom lines. He uses more than 20 years of experience in financing, strategic partnership, acquisition and public companies to help companies grow.
Closing: Demystifying Innovation Breakthroughs PDF (1.18 MB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
The speaker's cutting edge research of over a hundred innovation breakthroughs across industries, geographies and cultures reveals a simple framework describing key elements of innovation breakthroughs. Whether it is Minute Clinic, Zipcar, eBay or Apple, all breakthroughs: * Take advantage of at least two macro-trends * Serve basic human needs * Have a simple and often classic business model * Build barriers to entry through a system of small changes across the value chain This session revealed what makes an innovation a ‘breakthrough’ and how you can help your clients apply this framework to create innovation breakthroughs to increase their market advantage. :: Hitendra Patel is Director of the Center for Innovation, Excellence and Leadership and Professor of Innovation and Growth at the Hult International Business School. He was a senior leader and co-founder of Monitor Group’s Innovation Practice and was a senior manager at Arthur D. Little.
Lunch: The Effects of the Digitization of Media PDF (932.71 KB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
Business models are changing and how we make money is different than ever before. The digitization of media has had an impact on everything from talent sets and skills development to the types of competitors we’re up against in marketplace. With forty-nine percent of each waking day spent consuming media, we’ve become a population of scanners. Mike Olivieri will talk about the impact of digitization on consumption, marketing and media companies in this thought-provoking keynote address. :: Mike Olivieri has been with American City Business Journals for 15 years. American City owns and operates local business journals in 41 cities in the United States. In addition to being Publisher of the Boston Business Journal, Mike is also responsible for publishing Mass High Tech, The Journal of New England Technology.
Keynote: Charging Up Your Marketing and Sales PDF (1.31 MB)  [ more ] [ hide ]		Stephen Lipka CMC	5/11/2009
Ready to grow your practice despite a tough environment? The speaker shared the keys to charging up and getting the most out of your marketing and sales efforts. Topics: * What you really need to know to build your brand and differentiate yourself and your services * Three key business outcomes of marketing for consulting firms. * From big to small – how to take what large firms do well and apply it to your practice. * How to avoid the common marketing and sales mistakes consultants make. * Hot-off-the-presses data from the benchmark research study How Clients Buy: 2009 . * Benchmark Report on Professional Services Marketing and Selling from the Client Perspective. :: Mike Schultz is President of Wellesley Hills Group, Publisher of RainToday, and author of Professional Services Marketing (Wiley, 2009).

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