IMC SoCal Newsletter

Institute of Management Consultants Southern California ChapterSeptember 2010

In this Issue:

  • Letter from the Editor
  • New Column: Get To Know… (this month: IMC member & fellow Marsha Lewin)
  • Column: IMC Membership – Value & Benefits
  • Member News
  • Upcoming Events
  • IMC “In Review” – Past Event Highlights
  • Interactive Case Study & Guidelines
  • IMC SoCal Volunteers Needed
  • Next Newsletter

Letter from the Editor

Hard to believe that IMC’s new program season is kicking off already – bringing some excellent breakfast meeting programs and a new networking event (a wine education and tasting evening on September 29th ). Please see the events calendar for more information and to register. We are looking forward to a big turnout from our members and hope that many will bring guests!

We are also introducing a new column entitled “Get to Know…” This monthly feature will highlight a prominent member of IMC in a Q&A format. It will allow members to become more familiar with other members of the organization – their background, specialties and advice. This month, we are proud to spotlight longtime IMC member and Fellow, Marsha Lewin.

Please continue to send your “Value & Benefits” insights, case studies and member news items. Our newsletter is as valuable as our readers’ contributions.

-- Martha Spelman

Newsletter Editor / Marketing Chair

Contact: Phone (310) 670.5300 or email at

Readers: feel free to email Martha Spelman with newsletter comments and feedback. They will be posted with the next issue. Thank you.

“Get to Know…” - Profiles of CMC Members

This month’s column profiles CMC Marsha Lewin. Besides being a co-Founder of the Women’s Pacific Soccer League and the first woman Fellow of IMC, Marsha headed her own consulting firm for over 34 years. Marsha D. Lewin Associates, a management consulting firm specializing in project management and information systems strategy and implementation, was named to Consultants News ”Top 100 consulting firms in the US. “ Ms. Lewin has managed, designed and implemented many innovative information systems including the nationwide networks that monitored the reactivations of the battleships Missouri and Wisconsin for the US Navy (earning her the title of ’Battleaxe of the Battleship Project”).

Ms. Lewin holds a BA from Barnard College, an MS in Computer Science summa cum laude from West Coast University, and an MBA from Pepperdine University’s Presidential/Key Executive program. She is a Certified Computer Professional, Certified Management Consultant, and recipient of IMC’s Lifetime Achievement Award. Marsha has co-authored one book and authored another three, in addition to numerous articles. She has been active in many professional organizations and boasts scores of guest speaker engagements on project management and management consulting topics. Marsha continues to be an active member and mentor in IMC.

Marsha Lewin: September 2010 Interview

Q: How and why did you start your consulting business?

A: I had acquired a unique set of skills & knowledge (stock brokerage industry, communications & data processing) on Wall St. After I moved to LA, I was approached by a firm who had heard of me and they offered me a job. I declined a job, but said I’d only leave my employer for a consulting assignment. They offered, I accepted.

Q: Describe your biggest challenge in consulting and how you met that challenge:

A: Getting the second assignment. (I just knew I’d never get another consulting assignment again, BUT….) I methodically listed everyone I thought had potential need for my services, or who might know someone who did, and went through that list. Eureka.

Q: When the going got tough, how did you get going?

A: I used the time to refine my marketing strategy, identify and follow up with prospects, network with others, update materials, update my education.

Q: As you look back over your career, of what are you most proud?

A: Seeing the role women now have in the profession, I’d like to think that I had some small contribution to that.

Q: Is there anything you would have done differently in your career?

A: Not really. My career was the result of the circumstances that presented themselves, and how I dealt with them. I believe that consulting is basically opportunistic, so dealing with whatever comes your way is the essence of success.

Q: What advice would you give to new or established consultants?
A: 1. Define yourself in terms of benefits you provide to clients, not your academic achievements.
2. Focus your marketing efforts. If you have too many specialties that you list, you don’t come across as an expert.

Q: How did you get consulting work? (please rank in order of importance)

A:

__ Networking Events

1 Referrals (friends, colleagues, ex-employers, etc.)

2 Organization membership (in client professional orgs as well as IMC)

3 Direct contact w/potential clients

__ Direct mail, advertising, sponsorships, etc.

__ Online presence

__ Other (please describe)

Q: Why do you think clients hired you (what’s the most valuable trait you offer)?

A: Clients look for honesty, energy, and knowledge – what I know, what I need to know, and how I communicate that knowledge.

Q: What characteristics do you look for in those you recommend to a client?

A: Same three characteristics as above. Above all, the three aspects of knowledge.

Q: What characteristics do you look for in those you team with?

A: Same three characteristics. And we must have similar values, albeit not similar areas of competencies.

Q: How do think management consulting differs today from 10 years ago?

A: More reliance upon technology; less on personal element in consulting. NB: consultants are selling themselves, not their technological image. You can concentrate too much on ‘brand’, on form – and forget the in-person delivery that best communicates who you are, what you do, and the integrity and passion you bring in solving the client’s problem.

Q: What do you see as the future of consulting (both in regards to skill sets and in what industries)?

A: There will always be a need for expertise. There will always be a need for niche firms (virtual or real). The large firms, while fewer in number, will subcontract to individuals as the economy turns around and they need expertise in hot areas. Good industries will continue to be health care and government; and construction will rebound. Teaming will continue. Needed skills will include fluency in multiple languages, especially Chinese, and legal knowledge, especially international law. Marsha’s Rule of Thumb: an industry undergoing change (up or down) needs advice.

Q: What do you think is the best way to price consulting work?

A: Above all, price so that you neither gouge the client nor lose money yourself. If you know the scope of the work and all resources are under your control, fixed price is fine. Otherwise time (daily or hourly) and materials is appropriate. You can also bill by milestones achieved (project basis). But don’t make your payment dependent upon circumstances over which you have no control.

Q: When were you happiest in your work?

A: Pretty much always.

Q: What’s the magic ingredient for successful consulting?

A: Love what you do, do what you love. Provide value to your clients.

NEW FEATURE: IMC Membership – Value & Benefits
  • Jennifer Beever: “Shortly after joining IMC I received a call from the president of a $10 million distributor in Pomona. She foundmy name on the IMC member directory and invited me and two other consultants to meet with her and provide proposals. I got the business, which paid for a lifetime of IMC membership! I went on to give back as IMC Socal Programs Chair, President, and now Confab Conference Marketing Chair.” Jennifer Beever is the CMO for Hire at New Incite. She can be reached at.
  • Pete Crosby: “Having been a CMC since 1980, IMC has provided me with a wealth of knowledge, a code of ethics, and dozens of client referrals generating more than $400,000. in fee billings. I highly recommend that all management consultants join IMC and become certified (CMC).” Pete Crosby
    Pete Crosby, Principal, Supply Chain Practice CGR Management Consultants LLC can be reached at: (310) 463-3582 or .

We’d like to hear from our members about the values and benefits they’ve received as IMC members. Please send us your stories and your testimonials – how have you benefited? Have you made friends? Acquired knowledge that helped you, your practice or your clients? Gotten job referrals?

Please send your contributions to: Martha Spelman, Newsletter Editor and they will be included in future editions of the newsletter. Martha can be reached at: or at 310.266.6992. Please include your name, company name and title and contact information – we are looking forward to hearing from you!

Member News
  • Cherie Sion: Sion Research Associates, Inc. has been retained by a multi-national manufacturer to test packaging for its newest line of consumer products. Cherie Sion, President of Sion Research, said that the study will be conducted in Canada and the US during September. The research will test attitudes of consumers and small business owners to the visual expression of the package, clarity of the product definition, sensitivity to cultural values, comparison to competitive brands and emotional connection. Cherie Sion can be reached at 310.827.8656.
  • Jerry Savin: Jerry will be teaching a class through UCLA Extension entitled: “How to Be a Successful Consultant,” Reg#: V8507. Dates: 4 Saturday mornings, 9:00 to 12:00 noon, beginning October 2nd at UCLA Extension's Lindbrook Building.
    Description: Designed to help people successfully transition into the consulting profession. This course helps individuals with less than three years of experience hone their skills to become successful consultants. The course focuses on the three skills that successful consultants need to master: marketing, consulting, and managing the administrative aspects of a professional service practice. Specific topics addressed include distinguishing among different types of consultants, their services, and their deliverables; understanding the business dimensions of a consulting practice, including pricing and billing; understanding marketing and selling, including social networking; understanding engagement letters; the steps in a typical consulting project; basic organization change management; basic project management; and the emotional and family dimensions of being a business owner. Jerry Savin can be reached at: (310) 229-8947.

Upcoming Events

IMC Members and non-members have access to IMC’s website and the Calendar of Events, including registration for Evening Meetings.

CMC SIG – September: the next CMC SIG meeting will be on Thursday, September 23rd . All CMCs are invited. For more information, contact Margaret Chock CMC, 310-829-1612. Please RSVP by September 16th to Margaret.

IMC SoCal’s “Fall 2010 Kick-Off” Event - Wednesday, September 29th at The Wine House in West Los Angeles (please note new date and location)

IMC members and their guests are invited to enjoy an social evening of networking, wine education, appetizers and of course, tasting! The event will be held on Wednesday, September 29th from 6:00 to 8:00 p.m. at :

The Wine House

2311 Cotner Avenue (just east of the 405, between Pico and Olympic)
Los Angeles, CA 90064-1803
(310) 479-3731

Get directions

Cost: $35. for members, $45. for non-members

For more information and to register

Special Bonus: Attendees will be eligible to win one of two Wine House Gift Certificates, valued at $25. each, courtesy IMC SoCal!

IMC gratefully acknowledges sponsorship of this event by Juarez & Associates. Juárez and Associates is a research and consulting firm, a small business that provides targeted services to governmental agencies, institutions, community organizations, business and private sector clients. We develop solutions unique to clients’ concerns in the United States and developing countries around the world. We provide clients with insights and solutions to address specific needs and meet their goals in a broad array of specialized fields. For more information, visit: juarezassociates.com

Sneak Preview of Confab Programs – October 23-25, 2010, Reno, Nevada

Don’t miss Confab in 2010 – now in its 33rd year of providing continuing education and superior networking for consultants!

Confab 2010, “Build Your Business,” takes place on October 23-25, 2010 in Reno, Nevada. Register today or get more details here. Highlights include:

·Half of the 22 Confab 2010 breakout sessions focus on how to ramp up your sales and marketing with new tools and methodologies.

·You will learn how to make your competition irrelevant using Blue Ocean Strategy at Dr. Sarah Layton FIMC’s keynote presentation.

·Two optional workshops on Saturday enhance your learning opportunities: “Marketing Tune-Up” a deep dive into updating your marketing approach, and “How to Create Captivating Webinars.”

·For all attendees, especially those who are new or perhaps a little shy, we are kicking off the conference with an ice-breaking session titled “Biz Talk Blender,” a proven process for getting networking results quickly.

·New schedule – Confab offers the same amount of valuable content but uses less of your billable time! Confab 2010 starts with golf, workshops and the opening reception on Saturday. Sessions begin first-thing Sunday morning and end Monday at 5 PM followed by an optional closing reception.

We look forward to seeing you all at Confab 2010

The Confab 2010 Team

See who’s already signed up to attend Confab 2010!

We offer the following events on a regular basis:

  • Regional Breakfast Meetings
  • IMC Evening Meetings
  • Special Interest Group Programs

Please see our IMC SoCal Calendar of Events at

Or go to our NEW website: Click on Chapters / Southern California / SoCal Events for more details.

IMC “In Review” – Past Event Highlights

IMC SoCal CMC SIG: Nine intrepid attendees navigated the presidential street closures to attend the second SoCal CMC SIG on August 16th. The group endorsed providing up to two scholarships for CMC candidates to defray application costs, as well as to provide CMC applicant mentoring through the CMC application process. Promoting the CMC brand is to be effected by writing articles and posting announcements. Finally, virtual teaming was discussed, and will be explored further in the next several weeks. The next CMC SIG meeting will be on Thursday, September 23rd. CMCs, put it on your calendar! RSVPs to Margaret Chock () are required by September 16th.

Interactive Case Study

“GET KNOWLEDGE, GET KNOWN” – NEW CASE STUDY COLUMN:

Welcome to our interactive column, “Get Knowledge, Get Known”. The objectives of the column are:

  • to create a marketplace of ideas, frameworks and tools that increase the value of an IMC membership by expanding a consultant’s knowledge and toolkit
  • to create a forum that facilitates connections, partnering and intellectual discourse amongst IMC members and readers of the IMC SoCal Newsletter

Every other month, IMC SoCal publishes a case study contributed by one of our members. We ask one seasoned, successful consultant to provide an expert opinion on key issues, opportunities and approaches to the case, and we look for feedback and contributions from our readers with ideas and thoughts to share. In the following month’s newsletter, we will print the expert’s opinion and key points from reader feedback.

We urge each of you to participate in the case study columns so that we have a rich exchange of thoughts, ideas, tools and personal experiences. IMC SoCal has an enormous pool of talent, solutions and experience. The sharing of that pool will make us all better consultants and bring new solutions to the table . If you’re an IMC member and have a case you’d like to contribute for the “Get Knowledge, Get Known” column, please submit the case to Joe Herold: or Jack Weber: .

What’s in it for you?

Contributors of case studies get visibility for the types of projects/clients they work with

Contributors of case studies can get input for cases on which they’re currently working

Experts get their response, picture and brief bio published

Readers who submit responses get their ideas, tools, name, business description and contact information published

Readers get exposure to the thinking of other consultants regarding diagnosis of issues and root causes, opportunities, approaches to projects and tools & frameworks

The column is facilitated and edited by Jack Weber, PlusDelta Consulting, LLC, and Joe Herold, The Herold Consulting Group, LLC:

Joe Herold is Principal of The Herold Consulting Group, LLC. You can reach Joe by calling (310) 938-0908 or by sending an email to .

Jack Weber, JD, is an Executive Consultant at Plus Delta Consulting, LLC. You can reach Jack by calling (310) 589-4600x4624 or by sending an email to .

IMC Volunteers Needed

IMC SoCal relies heavily on the volunteer efforts of its members including meeting and event planning, SIG operations, roundtable groups as well as many other positions. If you would like get involved, please contact IMC SoCal Chapter President, Jerry Savin at: .

IMC SoCal currently needs a WEBMASTER. Below are some of the responsibilities:

  • Interface with IMC National re: local chapter IT issues
  • Handle newsletter and event information uploading
  • Set-up online event registration
  • Other website-related IT issues

Other Volunteers Needed:

  • Someone to coordinate the Spring Chapter Mini-Confab
  • Volunteers to help out with the Mini-Confab various roles and chores

Next Newsletter

Deadline for the next newsletter: September 24, 2010

Let us know if you would like to have any material, announcements, or events (either upcoming or a short recap of a past IMC event) included. We are looking forward to hearing from you. Please format and edit materials (include your name, relevant titles, short bio and contact info) as you would like them presented in the newsletter (see example) and send to:

Newsletter Editor / Marketing Chair: Martha Spelman at ,

Phone (310) 670-5300.

IMC SoCal Chapter President: Jerry Savin, FIMC, CMC at , Phone (310) 229-8947.