Insights Newsletter December 2010

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Message from the President

As usual, let me first welcome all those who have become new members of the CICMC and ICMCI family since the last newsletter in October. Since that time two months ago, there has been a tremendous amount of activity, and of vital importance as well is that much of it has occurred around the region – from St. Lucia to Jamaica, and St. Kitts to Barbados. Following closely on the heels of the launch of CICMC Trinidad & Tobago in October, I am delighted to announce the launch of CICMC in Jamaica. Full details are in other sections of the newsletter, but this milestone represents continuing success in our journey towards becoming the recognized voice of Management Consulting across the region. In that regard we are also extremely pleased to have also held our first “Principles of Consulting Training” three (3) day training course in St Lucia, in conjunction with the Association of Management Consulting of St. Lucia (AMCS) with sponsorship from SEQUA.

… Continued on page 5

In this issue

President’s Message

CICMC launch in

Jamaica

“Principles of MC”

Training in St Lucia

CICMC presents with

CE at Commonwealth

Secretariat Workshop

Using our

International Linkages

Membership Update

Tips of the Month

Technology Tip

On the lighter side

Individual Highlights:

Member Profiles

Contact Us

Caribbean Institute of Certified Management Consultants P.O. Box 1330 c/o Goddards Shipping and Tours Goddard’s Complex, Fontabelle, St. Michael, Barbados West Indies email: [email protected] phone: 246-228-2640 www.caribbeancmc.com

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Foundation Partner

INSIGHTS

The Caribbean Institute of Certified Management Consultants

CICMC President presents at Commonwealth Secretariat workshop

On December 2, 2010, in St. Kitts, CICMC presented jointly with Caribbean Export (CE) at a three day (3) services capacity building workshop organised by the Commonwealth Secretariat. The fifty+ participants from across CARICOM and CARIFORUM territories represented various public and private sector service organizations. The joint presentation positioned CICMC and Management Consulting as providers of the capacity development / technical support other sectors need to become competitive service exporters. This is particularly critical given the EPA commitment re development funding for capacity building & competitiveness enhancement.

… Continued on page 2

CICMC officially launches in Jamaica

CICMC in collaboration with Caribbean Export Development Agency (CE) and the University College of the Caribbean (UCC), JAMPRO and the Jamaica Business Development Corporation (JBDC) hosted a one day Symposium on Management Consultancy to launch the Caribbean Institute of Certified Management Consultants (CICMC) – Jamaica Chapter on Tuesday December 21

st. The event was held at the JAMPRO offices in Trafalgar Road. The

Symposium was also intended to sensitize attendees to the existence of the Certified Management Consultant (CMC) certification and CICMC as the organisation through which they can gain certification. Participants were also informed about existing and emerging trends in Management Consultancy, its role in the development of Micro, Small and Medium Sized Enterprises in Jamaica and Funding Opportunities for Professional Services via Caribbean Export.

… Continued on page 4

TThhee eennttiirree CCIICCMMCC ffaammiillyy ttaakkee tthhiiss ooppppoorrttuunniittyy ttoo wwiisshh aallll mmeemmbbeerrss aa MMeerrrryy CChhrriissttmmaass aanndd aa

BBlleesssseedd aanndd PPrroossppeerroouuss NNeeww YYeeaarr

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2

CICMC presents at Commonwealth Secretariat workshop... cont‟d

Activities and speakers for the three days included:

Trends in professional services trade: issues and strategies for the Caribbean Exporting professional services: opportunities and challenges: a private sector view

(Bahamas, Grenada and St. Kitts)

Strategic frameworks as catalysts for greater competitiveness: country experiences (St Lucia, Trinidad and Tobago and Dominica)

Priority sectors: A case study of health and wellness: including socio-economic issues in exporting medical services (St. Kitts), Positioning for medical tourism (Bahamas) and Developing a regional wellness package (Caribbean Health and Wellness Association)

Inter-agency co-ordination to promote services: Country Papers (Jamaica, Antigua & Barbuda, Belize & Guyana)

The role and experience of regional organisations in promoting services: support to the Development of the Services Sector (Caribbean Export), A Case Study on Management Consulting (CICMC and Caribbean Export)

The future of services in the Caribbean.

“High achievement always takes

place in the framework of high

expectation.”

Charles Kettering

Americas Hub Meeting in Toronto

The next Americas Hub meeting will take place in Toronto, Canada on May 8-9, 2010. This meeting provides a forum to raise and discuss current issues in the industry, and their impact on MC practice across the regions. It also gives participants a chance to contribute to the direction the hemispheric institutes are taking and by extension ICMCI globally. Finally it provides a unique opportunity to network and establish or deepen alliances and business relationships with our counterparts in the US and Canadian institutes. All members of CICMC are strongly urged to plan their schedules to try and attend if possible. We hope to have a strong and representative contingent!!

PPRROOFFEESSSSIIOONNAALL DDEEVVEELLOOPPMMEENNTT

Save the Date Alert

Professional Development (PD) Opportunity in Barbados

The next edition of the “Principles of Management Consulting” training will be held on January 17-19, 2010 in Barbados. Interested persons should reserve their places through the CICMC office as soon as possible, as places are limited. The fee for members is US$900 and non-members US$1300. Members or non-members who register and pay by January 4, 2010 will receive a further discounted price of US$850 or US$1200 respectively. Overseas participants are invited to contact the secretariat for special accommodation arrangements and rates that have been arranged. Additional workshops will be scheduled in other countries based on demand over the coming months.

Save the Date Alert

Group shot of the conference participants taken in front of the Marriott hotel.

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“If there is anything that a

man can do well, I say let him do

it. Give him a chance.”

Abraham Lincoln

Membership Update

CICMC membership continues to increase.

Membership now stands at sixty-four (64) of which seven (7) are CMCs.

CICMC still has members in fourteen (14) countries

There are also now twelve (12) members enrolled as CMC candidates and a further seventeen (17) who have expressed an interest in enrolling and starting the CMC journey.

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Canute Thompson: CICMC Jamaica Chair

CCIICCMMCC NNEEWWSS CICMC launches in Jamaica . . . cont‟d

The target audience was professionals of all disciplines who were interested in acquiring certified and globally recognized competencies that would enable them to assist organisations in assessing their business situation, challenges and opportunities and develop and implement strategies for improvement. The session was well attended by over 80 persons: management consultants, sole practitioners as well as individuals from firms and other persons interested in the area of management consulting. The programme was varied and informative and a number of people expressed appreciation for both the event and the knowledge imparted about CICMC, the CMC designation and the funding opportunities now available through Caribbean Export. The day’s programme included:

Opening remarks and welcome by Dr. Canute Thompson, Chair – CICMC Jamaica Committee, who also chaired the whole event;

Other welcome remarks by representatives of the following organisations – JAMPRO/JCSI - Marjorie Straw, Manager, Special Projects – Jamaica Business Development Corporation (JBDC) - Harold Davis, Executive Director – Ministry of Foreign Affairs and Foreign Trade - David Prendergast, Head, CSME Unit – University College of the Caribbean (UCC) - Winston Adams, President – Institute of Management Consultants of Jamaica (IMCJ) - Henley Morgan, Fellow

The keynote address by Dr. Ashwell Thomas, CMC – CICMC Director on “The Business of Management Consulting and the Management Consulting Industry – Existing and Emerging Trends” set the scene for the day, providing valuable insights and perspectives on the direction management consulting was taking as well as brief highlights of the Nathan EME study on Caribbean Management Consulting commissioned by CICMC;

An absorbing overview of “ICMCI, CICMC, and CMC Designation” by Brenda Pope, President of CICMC, who brought participants up to date with both ICMCI and CICMC history, CICMC achievements and progress to date, as well as providing an introduction to the CMC designation and paths to achieve it; A lively presentation on “The Role of Caribbean Export and Funding Opportunities for Professional Services” by Kirk Brown, Senior Grant Advisor, Caribbean Export, which elicited many questions and interest from those present; … Continued on page 6

“If you cannot

work with love but only with distaste, it is better that you should leave your

work.”

Khalil Gibran

Bottom left: Kirk Brown (CE) & Brenda Pope (CICMC)

Bottom middle: Winston Adams, President (UCC) & Ashwell Thomas (CICMC)

Bottom right: Harold Davis, Executive Director (JBDC)

Canute Thompson, Brenda Pope, Ashwell Thomas & Kirk Brown in conversation

Andrea Livingston-Prince: CICMC Jamaica Deputy Chair

Marjorie Straw: JAMPRO/ JCSI

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5

“Innovation

distinguishes between a leader and a follower.”

Steve Jobs

Company: Business Works Limited Position: CFO/Senior Management Consultant Address: PO Box 2616, Kingston 8, Jamaica Email: [email protected] Tel: (876) 819-2225, (876) 496-0550 SKYPE: thebusinessadvisors URL: www.businessworksja.com www.businessdon.weebly.com Blog: http://thebusinessadvisors.typepad.com/blog/ Key areas of expertise:

Strategic Planning and Implementation

Business Diagnosis and Turnaround

Certified CEFE Entrepreneurship Trainer (www.cefe.net)

Member Profile – Stephen Louis

New Member Profile-

Mrs Katia Café-Fébrissy

CCIICCMMCC NNEEWWSS

Company: BusinessTech Research, Inc. Position: Managing Director Address: Vide Bouteille, PO Box GM663, Castries, St Lucia Email: [email protected] Tel: (758) 451-9694 Fax: (758) 453-1289 SKYPE: slbtri URL: www.btr-inc.com Key areas of expertise:

IT Policy and Strategy Development

IT Project Management and Implementation

ICT Research

Member Profile – Andrea Livingstone-Prince

President‟s Message ... cont‟d

The joint presentation with Caribbean Export entitled “A Case Study on Management Consulting” also provided information about ICMCI, CICMC and the CMC designation. CICMC was also invited to participate and present at a one-day national symposium in Barbados entitled “Strengthening the Capacity of Barbadian Services Suppliers to Compete effectively in the EU and Other Developed Markets”. Both the CICMC TT chapter President Dave Kowlessar and I made presentations. 2010 has ended on a high note for CICMC and 2011 is already promising to be a year of growth, opportunity and achievement. I invite each and every one of you to continue to be part of the journey. Let me also take this opportunity to wish everyone a Merry Christmas and a Prosperous and Productive New Year! Best regards

Brenda Pope, CMC, President

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“Most of the important things in

the world have been accomplished

by people who have kept on trying when there seemed

to be no hope at all.”

Dale Carnegie

Top row: (L) Participants listening attentively to one of the presentations; (ML) David Prendergast , CSME unit; (MR) Henley Morgan, welcome remarks, IMCJ, (R) Trevor Hamilton, IMCJ, panellist Middle row: (L) Participants enjoying one of the humorous exchanges during the day; (R) Attendees absorbed by one of the speakers. Bottom row: (L) the UCC secretariat – Tracy Dunn, Shanique Moss and Shawna Campbell; (R) Nsombi Jaja, panellist

CICMC launched in Jamaica ... cont‟d

A presentation on “The Role of an Organised Management Consulting Industry in the Development of Micro, Small and Medium Sized Enterprises in Jamaica” by Harold Davis, Executive Director, Jamaica Business Development Corporation.

This was followed by a panel discussion on the Way Forward moderated by Andrea Livingston-Prince – Deputy Chair, CICMC Jamaica Committee with panellists including:

Brenda Pope, President CICMC

Dr. Ashwell Thomas, Director CICMC

Trevor Hamilton, Fellow IMCJ

Dr. Nsombi Jaja, Management Consultant The final item on the agenda was the establishment of the Interim Committee for the next six months, a process which was facilitated by Dr Ashwell Thomas, CICMC director. The persons nominated to serve were as follows:

Canute Thompson, Ph.D.

Andrea Livingston-Prince

Jacqueline McGregor

Trevor Hamilton

Nsombi Jaja, Ph.D.

Lancelot Henry

Harold Davis

Cloreth Greene The Committee will meet early in January to flesh out plans and activities for the first half of 2011.

Interim Committee

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“Nothing so conclusively

proves a man's ability to lead

others as what he does from day to

day to lead himself.”

Thomas J. Watson

Top: Attendees in practical group sessions during the 3-day training sessions Middle: Dennis Strong, CMC – facilitator, (L), Jacqui Archer, co-facilitator (M), Together (R) Bottom: Participants receiving their certificates from Reinhard Danneleit (SEQUA) and Dennis Strong (CICMC)

Flashback to “Principles of Management Consulting Training”

The second session of the new CICMC “Principles of Management Consulting“ training was conducted on December 6-8, 2010 in St. Lucia, in conjunction with AMCS (Association of Management Consultants of St Lucia) and with significant sponsorship from SEQUA. The training again utilised our own specially modified and tailored training materials aligned and mapped with the ICMCI Competency framework and offers regional consultants a practical approach to their skills development. Once again the feedback on the revised content and format was overwhelmingly positive. Additional workshops will be scheduled in other countries based on demand over the coming months.

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Using our International Linkages: CMC & PMP, working together

What exactly is the PMP

® certification and how does it co-exist with the CMC

®?

The Project Management Professional (PMP) is a knowledge-based certification, based on the Project Management Body of Knowledge (PMBOK) and offered through the Project Management Institute (PMI). First launched in 1984, there are now close to 400,000 PMPs worldwide.

The Certified Management Consultant™ (CMC®) is a competency-based certification awarded to management consultants who have met global professional standards of competence, professionalism and ethics in accordance with the knowledge and skills defined in IMC USA’s Competency Framework and Certification Scheme for Certified Management Consultants.

IMC has several members who hold both certifications, and they discuss the differences between the two and articulate the value of each certification to their customers, prospects and peers. Project Management Skills Are Critical The ability to organize people and resources, communicate a shared vision and lead through influence are key skills for both project managers and management consultants. Nitin Kumar CMC, PMP, a member of the New Jersey chapter, explains, "Project management is a different profession, but project management skills are a core competency of management consultants. I need PM skills as a management consultant, but there are many other skills I need as a CMC: communication skills, consulting skills, skills around organizational change management.” Knowledge versus Application One primary difference between the two certifications is the certification process itself. The PMP is a knowledge-based certification and is granted to anyone who passes the certification exam. The CMC process is more thorough; a CMC candidate must submit to a rigorous vetting process that includes blind satisfaction surveys from clients, in-depth examinations covering consulting competencies and ethics, and a panel interview conducted by senior CMCs. "The PMP certification is heavily skewed towards a body of knowledge (PMBOK) and tests a candidate’s familiarity with it, but in reality, project management is a skill and requires application,” says Kumar. "The fact that someone has a PMP does not mean that they are a stellar project manager; it signifies that they understand the basic concepts of the project management body of knowledge. "The CMC certification puts you though rigorous case studies based on real life application, a body of knowledge based on consulting competencies and professional behavior, and a panel interview with other CMCs, which thoroughly tests your application skills around that body of knowledge, which makes the process as close to real life consulting as possible.” PMP and CMC, Working Together Members who have both credentials are positive about how they complement each other. "The CMC has helped me meet, associate and learn from outstanding consulting practitioners. In this regard, it is more internal…within the consulting industry, so to speak,” says Rick Hubbard CMC, PMP, of the Northern California Chapter. "The PMP helps me enter into discussions with certain clients or prospective clients with a higher degree of credibility. In this regard, it is more external…and appealing to the market.” "Having both helps my prospecting; the PMP positions me as a results guy and the CMC lets them know I'm good in the CxO's office and Board Room on a deep tactical level,” says Pacific Northwest Chapter member Barry Otterholt CMC, PMP. "I view them as very complimentary. The PMP has been the core and the CMC has been the bonus”. Kumar sums up the cooperative nature of these two credentials succinctly "The two certifications are different in nature but they can form a very powerful combination when their value is articulated to clients appropriately.”

The extract at left is taken from an article by Susan Dodia, PMP, published on the IMCUSA website explaining how the CMC certification is complementary to other professional certifications.

Source IMCUSA

“One of the tests of leadership is the

ability to recognize a problem before it

becomes an emergency.”

Arnold H. Glasgow

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Spotlight on a Sister Institute (source IMC Bangladesh)

In this issue we focus on the IMC-Bangladesh, the Institute of Management Consultants of Bangladesh.

Established in 1997, IMCB is the professional body representing management consultants in Bangladesh and sets and maintains the standards for management consulting in Bangladesh. IMCB seeks to make the profession of management consulting recognised, respected and accepted as providing a valuable and indispensable service to organisations in Bangladesh and the Asia Pacific Region. Vision The Vision of the Institute is “to be the body that qualifies management consultants by establishing such professional standards that client will want to use only members” The Institute of Management Consultants of Bangladesh campaigns for greater recognition of the profession and is active in pursuing its goals through negotiations with the Government, and major client organizations in Bangladesh and overseas on standards, methods of consultant selection, conditions of contract, training, resolution of disagreement and ethics. The Institute will set and maintain high standards of independence, objectivity and integrity for Certified Management Consultants (CMCs) in Bangladesh. It seeks to make the profession of management consulting recognized, respected and accepted as providing a valuable and indispensable service to organizations in Bangladesh. Mission

This Institute is committed to:

Improving the quality of management consultancy in Bangladesh

Promoting greater recognition of the value of Certified Management Consultants (CMCs) to public and private sector clients

Increasing the status of the profession

Improving business opportunities for its members

Providing guidelines, information and support to help consultants work more closely with their clients.

Contacts Email: [email protected] Website: www.imcbangladesh.org Phone: 0088 02 883 40 46 Fax: 0088 02 883 40 46 Visiting address: House 357, Lane 27, New DOHS, Mohakhali, Dhaka 1206, Bangladesh Postal address: House 357, Lane 27, New DOHS, Mohakhali, Dhaka 1206, Bangladesh

“The great leaders are like the best

conductors - they reach beyond the

notes to reach the magic in the

players.”

Blaine Lee

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“There are two

kinds of companies, those that work to try to charge more and

those that work to charge less. We will be the

second.”

Jeff Bezos

Tip of the Month #1 (source IMC USA)

Several of my colleagues get business - a lot of business - through referrals. This isn't my situation at all. Maybe I'll get one or two referrals a year but these rarely turn into business. What's the secret? A referral is a testimonial by someone who sees value in what you have to offer. But this doesn't happen without some intervention on your part. Four things must happen to get great referrals. The referrer must (1) recognize specific value in what you have to offer, (2) know that a referral is of value to you, (3) know to whom they should make a referral, and (4) have a reason to make the referral.

First, be clear what you want them to value. They hired you for a reason but you might want referrals in another area. Tell them specifically what skills and behaviours you want them to tell others about. They will know of a lot more potential work using services other than what you provided them. Second, clients are not mind readers. Your relationship is based on you helping them, not the other way around. Tell them you'd appreciate a referral. Most will be happy to do it if you just ask. Delivering exceptional value can't hurt their desire to look a bit harder to find you a referral.

Third, make a list of specific people or types of people for whom you'd like a referral. This may or may not be the same as your "ideal client" but is likely close. Don't make your clients work hard to create referrals on your behalf. Better they look at a list you've given them and think of people to whom they could make a referral that you didn't even know existed. Tip: Finally, make it worth their while. Why would they take time and risk their reputations? Because you can provide a client's colleagues with the same value you provided them. Just like you are more than willing to recommend a great restaurant, create a desire in your client to make the referral on your behalf

Tip of the Month #2 (source IMC USA)

I have what I consider a clear "elevator speech" or "value proposition." What I am not so confident of is my ability to express in the next 2-3 minutes what I can do for a client. What I do is pretty complex and depends on the client's need but I seem to fumble the explanation. This is not unique. In the absence of specific details on the client situation, needs, capacity for change, resources, and history, it often requires some restraint for a consultant not to reply "it depends" in response to an inquiry of "what can you do for me?"

will tell you a lot about your success in explaining yourself. Once you can explain your service in a way that doesn't require specialized knowledge, you will have the basis for a 2- 3 minute introduction to your services. Tip: Removing all the jargon, historical examples, and arcane references to the best practices literature on consulting will give you a clear, understandable and concise pitch that connects on an emotional, not intellectual, level. And remember, it is not what you do that is interesting, but what the client becomes as a result of what you do, that is of greatest interest.

Where we get tied up is in balancing a clear general response with our wealth of knowledge and experience in similar situations. This is not the time to tell everything you know, especially since, until you know more about the situation, your experience may or may not be relevant, or the information premature. Explain to high school seniors what service you provide to managers and businesses. Ask them to explain back to you what you do, and be open to clarifying questions. A blank look from them or a flurry of clarifying questions

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“The first rule of any technology

used in a business is that automation

applied to an efficient operation

will magnify the efficiency. The second is that

automation applied to an inefficient

operation will magnify the

inefficiency.”

Bill Gates

Step 1 - Create a chart in Excel. For this module, a chart on Memphis rainfall was created. Step 2 - After the chart has been created, click in the white area surrounding the chart to select the entire chart. Copy the chart; hold down the Ctrl key before you tap the C key, or right-click and select copy, or click on the copy button on the Home tab in the Clipboard area. Use the method that you are most comfortable using. Step 3 - Open PowerPoint and select blank slide for slide one. Paste the copied chart onto the slide; hold down the Ctrl key and tap on the V key one time, right-click and select Paste, or click on the Paste icon in the Clipboard area of the Home tab. Use the method that you are most comfortable using. Step 4 - On the Animations tab, select Custom Animation in the Animations area of this tab. Step 5 - A Custom Animation pane opens on the right side of your screen. If Add Effect is grayed out, the chart was not selected before you went to this step. Click on the chart one time and Add Effect will be available. Select Entrance and then Checkerboard. If you do not see Checkerboard click on More Effects. (Note: some animations will not work for chart animation. After trying the recommended effect, go back and try some others.)

Step 6 - After selecting the effect, a rectangle with a green star appears just below the effect speed block. Click on the down arrow at the right end of the rectangle, and choose Effect Options. Step 7 - When the Effect Option dialog box pops-up, select the Chart Animation tab. What you select next depends on how you want the columns to appear on the chart. Using the chart seen below step 1 above, here is what the choices would mean:

By series would display all of the red bars at once, and then a click would display all of the yellow bars

By category would display both bars in a month, and then a click would display the next month

By element in series would display the January red bar and then a click would display the February red bar

By element in category would display the January red bar and then a click would display the January yellow bar

Step 8 - Before you click OK in the window seen at left, click in the box labeled Start animation by drawing the chart background to deselect that option. You may try it both ways, but I prefer to have the basic chart grid on the slide as soon as the slide is displayed. That is just personal preference however.

Technology Tip – Animate an Excel „O7 chart in PowerPoint „07

Excel charts aid in the interpretation of data. If you are displaying the chart in a PowerPoint show an effective way to display the chart is one column at a time.

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On the lighter side …

““There is only one boss. The

customer … and he can fire

everybody in the company from

the chairman on down, simply by

spending his money

somewhere else.”

Sam Walton

Dolly Parton

We welcome your feedback and suggestions for future issues of CICMC INSIGHTS. Please send us: short, relevant articles (up to 500 words)

news of your activities that you want to share (up to 100 words)

brief descriptions of management consulting opportunities of interest to members

announcements of upcoming workshops, seminars, conferences and so on

internet links of value to members

Designed by

Kathy-Ann Scott-Blades

membership

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