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Dear IMC,
You won't want to miss our March 20th Meeting!
The evening session,
"Beyond Technical Competence: Relationships for Consulting Success" Presented by Dr. Mark Goulston
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The afternoon session,
"Getting Buy-In The Essential Leadership and Business Skill"
with Brett Mallory Miles, Co-founder and CEO of Milestones, Inc.
EVENING SESSION
Dr. Mark Goulston asks: Is great competence enough to guarantee success as a consultant?
In an ideal world, yes. In the world that you and I live in, NO!
If technical skill is not enough, the distinguishing factor is the relationship you develop with clients beyond the expertise you provide. And the interpersonal skills consultants possess is often far less than their technical abilities. But what if there was a technical, strategic and tactical approach to interpersonal effectiveness that is just as clear as the consulting advice you provide?
Guess what? There is.
Dr. Goulston will clearly show you the ways to increase your relationships with your clients & in your life.
About Dr. Mark Goulston
Dr. Mark Goulston is a renowned specialist in emotional intelligence, leadership and implementation. Trained as a clinical psychiatrist, UCLA professor for more than twenty years, best selling author of three books, leadership columnist for Fast Company and the National Association of Corporate Directors, FBI and police hostage negotiation trainer and selected as one of America's Top Psychiatrists 2004-2005 by the Washington, D.C. based Consumers' Research Council of America, Dr. Goulston currently heads the leadership, executive coaching, and strategy implementation practices at Ferrazzi Greenlight. With his partner, Keith Ferrazzi, author of the N.Y. Times best selling book, Never Eat Alone, and their team of seasoned professionals, he helps companies and individuals avoid becoming commodities by developing deep, mutually rewarding, lasting business relationships.
He is the best selling author of Get Out of Your Own Way: Overcoming Self-Defeating Behavior and Get Out of Your Own Way at Work--and Help Others Do the Same: Conquering Self-Defeating Behavior on the Job, and writes regular columns for FAST COMPANY, the National Association of Corporate Directors, Knight Ridder Tribune, Academy of Television Arts and Sciences. He is frequently called upon to share his expertise with regard to contemporary business, national and world news by television, radio and print media including: The Wall Street Journal, Harvard Business Review, Fortune, Newsweek, Time, Los Angeles Times, ABC/NBC/CBS/Fox/CNN/BBC News, Oprah, and Today.
THE AFTERNOON SESSION
Getting Buy-In is necessary to produce the right actions from others. No buy-in, no action. No action, no success! Getting Buy-In is the essential skill for success. Learn how to influence people to get their buy-in. Ken Blanchard says “Leadership is influence.” John Maxwell says “Leadership is influencing people.”
Take-aways:
- Reasons for learning and practicing the skill of Getting Buy-In
- Identifying the Getting Buy-In process that works
- The four conversation skills required for Getting Buy-In
- How to create conversations that flow naturally into the “next step” of action
Getting Buy-In means you are being successful!
Buy-In is about moving the action along in a direction that works for you and others. Is the action moving for you? Or, is the action around you a little stagnant? To know, look at your results compared to the results you want.
When you “move the action”, buy-in is happening. How can you have it happen and love getting it? Come learn a powerful 4-step process that teaches you the language you need for Getting Buy-In.
The best, proven truths about the essential leadership and business skill are incorporated in this presentation about Getting Buy-In. Come learn what will give you more confidence in conversations that lead to your success.
Brett M. Miles, CEO of Milestones, Inc. in Pacific Palisades, CA is an expert in Getting Buy-In. His book, “Getting Buy-In: The Essential Leadership and Business Skill”, due out in 2007, explains exactly the skill that all successful business people have learned—the skill to get buy-in to ideas, suggestions, and requests.
Attendees will receive a special handout that provides valuable insight and instructions for Getting Buy- In. This is a special guest appearance by one of Southern California’s most successful leadership development and executive coaches.
About Brett M. Miles
Co-founder and CEO of Milestones, Inc., Brett is an entrepreneur who, as a former sales executive in three Fortune 500 companies and one startup, has also gained the large corporate perspective of conducting business. Employment with Resumix, Inc. (a division of Ceridian, Inc), Oracle Corporation, Lockheed’s CalComp, Inc., and Control Data Corporation’s Business Information Services as well as service as a Captain in the United States Army, has broadened his leadership and training experience.
Brett is a Ph.D. student in Human and Organizational Development at the Fielding Graduate University, Santa Barbara, California. A Masters in Systems Management from the University of Southern California provides a solid foundation in leadership, management and organizational principles. Brett’s Bachelors degree is in Social and Behavioral Sciences from The Johns Hopkins University, establishing a sound basis for individual and organizational changes
Time & Location
Place: Ayres Hotel
14400 Hindry Avenue
Hawthorne, CA 90250
Date: Tuesday, March 20, 2007
Time: 4:30pm - 8:30pm
Price: CLICK HERE TO REGISTER
Payment by Check: Mail checks payable to "IMC SoCal" to Kim Athmann-King, IMC Treasurer, c/o 2121 Rosecrans Avenue, Suite 3325, El Segundo, CA 90245. Checks must be received prior to the event.
Contact for further details:
Mike Grimshaw
310-541-7946
Mike@thegrimshawgroup.com
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President's Message |
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Jerry did it again! With Barb’s help, that is. And Mark’s, and Kim’s, and Mike’s, and--
February’s IMC SoCal dinner meeting was a an encore by popular acclaim of the Consultants Meet Consultants and Clients (CmCC) program Jerry Savin brought back and adapted from the International Council of Management Consulting Institutes (ICMCI) in Beijing. We met and interviewed new prospective colleagues in depth to find out how we could use each other as resources, exchange referrals, or develop joint projects.
Jerry is our local Chapter’s representative to the National IMC Board. Jerry was helped in the successful CmCC matchmaking by Barb Mather, who also runs the monthly Westside Area Breakfasts single-handed. Mark Friedman, our Facilities, Equipment, and Contracts Chair made sure the hotel understood our needs, and arranged the delicious dinner. Kim Athmann-King, Treasurer, took the reservations and managed the accounts. Dale Dehart, Executive VP and Marketing Chair, made sure the announcements were up on the IMCSoCal web site and distributed to our mailing list. Bob Fisher, Publicity Chair, put together the press release and distributed it. Lee Holden, our Database Chair, kept our mailing list was up-to-date. Jennifer Beever obtained the speaker presentation pens. Tom Northup brought the badges put together by Becky Collins, Membership Chair. Mike Grimshaw, Program Chair, supervised everything to make sure it all came together.
Beyond all the IMC members who contribute to putting together our evening programs, Harald Weiss and Lynda Roth manage Area Breakfasts in Orange County and the San Fernando Valley respectively. Jim Ayers runs the Certification program. Pete Crosby greets all our new members when they join. Edith Bodnar matches new consultants with members who are willing to mentor them. Bill Mooney, Secretary, takes the notes at our Board meetings. Don McNamara is Professional Development Chair. Dennis McCue and Marsha Lewin provide advice as Past President and Advisor to the Board, respectively.
We’re a great team! We’re also getting to know each other, our skills and work styles in a practical complement to the CmCC interviews that can lead to strong work relationships in the future.
Please join us! Some team members want to move to other roles, or take a rest. We still need to fill some committee chairmanships for next year, and all our committees need new ideas and manpower for new initiatives to help us serve the profession and our clients better.
Margaret Chock CMC, President
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Regional Breakfasts |
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LAX IMC BREAKFAST MEETING - March 2, 2007
"The Art of Persuasive Communication" with Chris Malburg
Professional writer, Chris Malburg, brings a lively and useful presentation to IMC. In just ten minutes, Chris shows how bring life to your persuasive communications. He touches on the tools and techniques the pros use, do’s and don’ts of persuasion and document structure. He uses the Overhaulin’ TV show to weave a practical example of his points throughout the presentation.
This presentation will show you how to:
- Craft your message
- Use persuasive tools
- Achieve and maintain credibility
- Keep it interesting
- Example of how it's done
Time & Location
DATE: Friday, March 2, 2007
TIME: 7:30 - 9:00 a.m.
LOCATION: The Lakes, 400 S. Sepulveda, El Segundo
PRICE: $20 for IMC members and $26 for non- members. Cash or checks payable to: Barbara Mather/Mather Consulting Group. Sorry, no credit cards accepted.
Contact & RSVP for further details:
Barbara Mather at (310) 348-1959
Barb Mather
OC BREAKFAST MEETING- March 8, 2007
"Pain-Into-Gain Marketing for Consultants"with Henry DeVries, President, New Client Marketing Institute
Identifying and reinforcing the pain of clients has been proven to be a powerful sales tool for consultants. Psychologists and sociologists have repeatedly found that people are more motivated in avoiding pain than seeking pleasure.
According to author and marketing expert Henry DeVries, one of the secrets to maximizing your attraction factor with potential clients is to articulate the worries, frustrations and concerns that you will solve for them. As the old adage states, “People don’t care what you know, until they know that you care.” Truly identifying your prospect’s predicament tells them that you understand and empathize with them.
Time & Location
DATE: Thursday, March 8, 2007
TIME: 7:00 - 9:00 a.m.
LOCATION:Mimi's Cafe, 4030 Barranca Pkwy, Irvine, CA 92604
PRICE: $10 for IMC members and $15 for non- members, exact change appreciated. This includes any choice from the IMC hot breakfast menu, tax and tip included. Park in the structure. Parking will be validated.
RSVP:Via email to Harald Weiss
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One Page Business Plan for Consultants -- Offer Extended |
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Those of us who went to Confab were lucky enough to receive a copy of Jim Horan's The One Page Business Plan for Professional Consultants, a workbook for defining our businesses from vision through annual action plans. For more information, see www.onepagebusinessplan.com
As a special offer to IMC members, we can each purchase a copy through our chapter for a special price of $20.00 (regularly $34.95) through March 31, 2007.
If Margaret Chock receives a check made out to her, or cash, from you by March 31, she will then place the bulk order which will be shipped for distribution at our next meeting. Shipping is included in the sales price. Margaret's address is M. I. B. Chock, LLC, 1048 24th St., Santa Monica, CA 90403. |
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Save the Date! |
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Please Note:
Save the date events (below) are the evening monthly events and the venue may change between OC & LA so be sure to take notice!
April 18, 2007 - Carlos Conejo - Consultant, Author and Motivational speaker- "Consulting a MultiCultural society
May 15, 2007 - Client Panel - Clients of IMC members discussing expectations, experiences and motivations in working with consultants
June 19, 2007 - Michael Manken - Strategist/Author & Consultant - "Turning Great Strategy into Great Performance" |
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Member Articles |
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Your Biggest Competitor
by Patrick McClure
Laying the Foundation for Staff Success....How Clear are Your Employee Roles?
by Larry Comp
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Member News |
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Last Call for 2007-2008 Board!
Nominations will be closing soon for Officer and Board positions for the term July '07 to June '08.
If you're interested in supporting the local chapter and building working relationships with other consultants, please contact Margaret Chock, mibchock@cs.com, 310- 829-1612.
On March 15, Raymond Urgo www.urgoconsulting.com will be the guest speaker at the Los Angeles chapter of the American Society for Training & Development www.astdla.org . The featured topic: Is Yours a Policies & Procedures- Housebroken Culture? – How P&P is No Longer the Puppy You Used to Know.
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