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Change the channel - Addressing client procrastination by Dorothee Racette
"In consulting relationships, a client’s failure to follow through on agreed-upon actions can cause irritating delays that are especially problematic for small business owners. Procrastination can be a sign that something is not going according to plan, but our standard response is not always a constructive solution. Ultimately, the efforts to help a client overcome hesitation represent an opportunity to move beyond a run-of-the-mill business transaction. At a recent members-only breakfast, I shared three ways of approaching delayed client responses from a different perspective. Anticipating potential delays in negotiations and exploring alternative communication modes can be effective tools to break through the procrastination loop. Moreover, the time spent in following up and engaging with a client makes you stand out as a provider and creates a service that is both memorable and personal – the image every consultant strives for."
Dorothee Racette owns and operates Take Back My Day. As a time management and productivity coach, she helps individuals and organizations to improve their workflow and workday organization to make them more profitable and effective. Her blog and podcast can be found at TakeBackMyDay.com.
Hal Williams - 4/28
Heather Briccetti - 6/9
Paul Tonko - 9/22
Erika Choi - 10/13
Israel Singer - 11/10
Vice President, Program Committee
Pauline Bartel, Bartel Communications publicized the 95th business anniversary of Berkshire Hathaway HomeServices,
Blake REALTORS® (BHHS) through a media
campaign that showcased long-tenured associates
and the community service efforts that make them
“a part of something bigger.” Among Pauline’s story placements are profiles of Sandra Nardoci in the
Altamont Enterprise and Jo-Ann White in The Saratogian.
Steven Egna, Valuation Resource Group, LLC was appointed to the Board of Directors of the Women in Insurance and Financial Services (WIFS) Albany Chapter (https://wifs-albanyny.org/). As the preeminent professional organization for women in the insurance and financial services industry, WIFS is dedicated to attracting capable women to the insurance and financial services sector, developing their talents and advancing them toward their fullest potential.
On March 8, 2017, Steve Egna led an interactive discussion and presentation on Buy-Sell Agreements during the monthly lunch meeting of the WIFS Albany Chapter.
Steve Egna has been invited to speak at the Consultant’s Training Institute annual meeting in Chicago on June 8, 2017. The name of his talk is – “Buy-Sell Agreements: The Business Will (or Won’t).”
Jerry Shaye, Shaye Global LLC recently traveled to Mumbai, India accompanying a client to the annual conference of the Insurance Brokers Association of India. The economic potential of India was apparent and the country's growth and optimism makes it a worthwhile target for companies seeking international opportunities.
Kat Koppett, Koppett, and founding partner Michael Burns are partnering with ATD (Association for Talent Development) to present a webinar on using improv skills to improve listening skills, titled LISTEN UP! The webinar is in coordination with the soon to be published booklet of the same name. This session will be held on Thursday, April 20, 2017 from 1:00 pm- 2:00 pm and will address questions such as: What does it really mean to listen well? How can we grow our listening “muscles"? How can we notice more, understand more deeply, and engage with more curiosity? Those interested are encouraged to register here: http://webcasts.td.org/webinar/2223 or email email@example.com for questions.
Anthony M. Sarkis, Jr., Visionary Solutions Consulting, LLC was recently a plenary speaker at the March 18th International Energy & Environment Summit in Dubai, UAE with the theme “The Future of Energy & Emerging Technologies." The title of his online power point presentation to the audience was, "A comparative study of theoretical behaviour change models predicting empirical evidence for residential energy conservation behaviours", Elsevier Science: Journal of Cleaner Production 141 (2017) 525-537.
Tim Maniccia of Policy Innovation, Inc. was quoted extensively by Debtwire- Municipals, an online news service for municipal bond market participants, in stories about the New York State budget and the City of Albany's financial condition.
Professional Development Summit
Hudson-Mohawk ATD has announced their 2017 Talent Development Summit being held Friday, May 12, 2017 at the Hilton Garden Inn in Troy, NY. They have 2 keynote sessions planned: Mary-Clare Race, Global Head of Solutions at Mind Gym will explore the Psychological Tricks That Make Learning Stick and in the afternoon Meg Benke, Professor, School of Graduate Studies & Julie Gedro, Associate Dean & Professor of Business - both at Empire State College - will discuss Online Talent Development. Among sessions planned are on Change Management, Performance Improvement, Mentoring and Leadership. Sessions and registration can be found on their summit page if you are interested in attending this professional development event.
About the Consulting Alliance
The Consulting Alliance is an association of leading independent consultants with diverse regiona
l and national experience and
proven success in solving client challenges.
We are the ideal resource for organizations seeking to hire a consultant with the highest level of professionalism and expertise.
Membership in the Alliance, at the Professional and Associate level, provides consultants with a vibrant
and collaborative community
where they can grow their
businesses and advance their
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Members and Friends
I hope this edition of the Consulting Alliance (CA) Newsletter finds you well!
Please forgive me for starting this month where I left off last month. Research tells us that as many as 70% of us are visual learners. So, the graph below illustrates where the CA is in meeting its ’17 in 2017’ membership target. In round numbers, we are 25% of the way through 2017 but only 12% of the way to achieving our goal.
Why does this matter? It matters not only because we set a goal and we should move heaven and earth to achieve it. It matters because, in my humble opinion, the CA needs an infusion of positive energy.
That energy can come from the existing members. I see that energy every time we get together. This includes the breakfast we held on March 31 where Dorothee Racette gave us very useful tips on how to anticipate and overcome client procrastination. I have no doubt that none of the ten who participated will disagree with the review Pauline Bartel shared in the Member Forum.
That means that roughly 1/3 of the members participated. This is a share of total members that would delight most other membership organizations. If we can grow our membership and keep this 1/3 engagement ratio, ten would become fifteen. Maybe even twenty. That means fifty percent more experiences sharing fifty percent more pearls of wisdom. Imagine how much more vibrant our community would be!
Our membership target is not owned solely by those that are serving on the Membership and Marketing Committee. Each and every one of us owns it. If there are no independent consultants in your world, then I hope you will keep your eyes and ears open for the CA when you are networking. If you do know independent consultants, ask them if they have ever considered joining. Ask them how they grow professionally. Ask them if they desire to help others grow.
We are all in the same boat. It is a relatively small boat. There are enough oars for everyone. Will you grasp them and put your back into helping us find an additional fifteen members over the next nine months?
As always, please do not hesitate to reach out to me or other Board members with suggestions on how the CA can help you become a more successful consultant.
Innovate 518, Expanding our Region’s Technology Commercialization Efforts
Matt Grattan, University at Albany
April 7, 2017 @ 11:30 am
Wolferts Roost Country Club
This program will explain the coordinated efforts of Innovate 518, the Capital Region’s Innovation Hot Spot to drive, lead, support and connect the entrepreneurial ecosystem. We’ll learn about the various partner organizations and governance structure of the collaborative and how the concept aims to increase commercialization and market penetration of more of the region’s University based IP.
Matt Grattan joined the UAlbany Office of the Vice President of Research in September of 2015 and is responsible for developing business partnerships for affiliation with the Start-UP NY program, the Innovation Hot Spot program and the Centers for Excellence in Atmospheric Science. He came to UAlbany after a four year tenure as the Executive Director for Workforce Development at Schenectady County Community College (SCCC). Matt received his Bachelor’s degree in Business Administration from the College of St. Rose and has attended numerous continuing education sessions in areas of project and human resource management and employee development.
Member registration: $20
Guest registration: $30
Sign up online
Hal Williams, Outcome Guide
April 28, 2017 @ 7:30 am
Wolferts Roost Country Club
Hal Williams, an Outcome Guide, will define and illustrate eight keys to getting paid for results and differentiating your services and compensation on that basis. Included are tools for using a consulting warranty to prompt result clarity and for moving from deliverables to client use of deliverables in consulting assignments.
Hal’s first experience with result based consulting was for the Edna McConnell Clark Foundation which was paying for many consultants to help nonprofits and then wondering why so many of the nonprofits still achieved the same results. He is currently working with the Community Foundation of the National Capital Region, Manatee County, Florida, and Seattle (WA) Parks and Recreation on structuring result based contracts for nonprofit consulting.