Provided by:

Harvy Simkovits, CMC
President
Innovative Management
Solutions
4 Angier Road
Lexington, MA 02420
(781) 862-3983
www.Business-
Wisdom .com

©1995 Innovative Management Solutions

• To assist IMCNE members, both CMCs and regular members, to distinguish themselves in business and industry from other management consultants.

• To generate a greater awareness, exposure and reputation of the IMC in New England.

A major responsibility of IMC, its affiliated chapters, and its membership is to generate a distinctive management consulting image in the professional service marketplace. To accomplish this, every individual member, whether a CMC or Regular Member, must contribute to heighten the awareness of clients and colleagues about the organization and its mission. The more each member contributes, the stronger the IMC image becomes.

Being a part of IMC connects you with a reputable elite of management consulting practitioners who aspire to a set of ethics, practice standards, and ongoing self-development. We need to take pride in our organization, behave consistently with it's ethical principles, and give clear and consistent voice to IMC in performing our professional work. In this way we generate greater value to IMC, and for ourselves as its members, in the eyes of our business and industry clients as well as other professionals with whom we connect.

Listed below are 23 specific ideas to help you promote your professional practice using IMC and CMC designations. (How you make best use of these ideas depends on the nature of your practice and the industry in which you provide services.) Employing these ideas can distinguish you from other management consultants pursuing similar work.

Please feel free to contact , to say how well these ideas have worked for you and to offer any other suggestions.

Acknowledgements to the members of IMCNE, both CMC's and Regular Members who provided their invaluable input, and to IMC's Executive Director in New York who provided important information.

Business Stationery

1. for CMCs, put CMC or "Certified Management Consultant", on business cards, letter head, envelopes, and other stationery

2. for Regular Members, put "Member of IMC (or The Institute of Management Consultants)" on the same

3. use the IMC Logo (10) in identifying yourself (not your firm) as a member of the institute

Business Literature/Proposals

4. include the document "What's Behind the 'CMC'" (1) as an insert in a personal capabilities brochure, marketing folder or a client proposal

5. include CMC designation and/or IMC membership in personal biography,

6. mention IMC/CMC in all literature that goes to clients and prospects (either in name alone or in a short descriptive paragraph)

7. enclose IMC Code of Ethics (2) in literature and proposals to build client credibility

8. include IMC National Mission Statement (3) in marketing literature or proposals

In Public Relations Efforts

9. put "CMC" designations or "Member of IMC" in articles and newsletters (as part of biography or article "by-lines")

10. mention IMC & CMC at every publicity opportunity (radio, TV, Internet, etc.) to build your credibility and the institute's exposureIn Early Conversations with Prospects, Clients, and

Referral Network

11. explain IMC's international network of experienced, recognized and ethical practitioners from whom you can draw upon in bidding on and performing client assignments

12. mention IMC and the Certified Management Consultant Referral Service (CMCR) (4) as a referral network to competent and diverse consulting talent

13. explain CMC designation to prospects when meeting with them, or when they see it on business card;

14. if useful, give prospects a copy of IMC document "How to Select a Management Consultant and Get Your Money's Worth" (5)

15. stress advantages of choosing an IMC member during prospecting potential clients; that IMC:

• is the largest association of professional management consultants,
• is the certifying body for the profession in the USA,
• sets professional standards and ethics by which members have to abide,
• is represented at the ICMCI* (9)
  *ICMCI is the international body that sets worldwide standards for consultant certification, as well as sets rules of reciprocity among nations where certification is a legal requirement for practice)

16. stress IMC Code of Ethics (2) to clients to build trust and to set minimum standard for consulting vendors (especially that it demonstrates a commitment to consulting as a career profession)

17. wear the CMC Lapel Pin (6) and use IMC Products (6)

18. carry and pass out copies of IMCNE Membership Benefits Brochure (8) to new consultants you meet

In Ongoing Relationship with Clients, Prospects, and Referral Network

19. use IMC Directory and IMCNE Member Directory, IMCNE Program Events in being able to draw upon the expertise of other specialists to work with you in servicing a broader array of client needs

20. build credibility and trust with a client, or prospect, by recommending other capable people (out of IMC Directory and IMCNE Directory) in areas where you have no background or interest

21. actively promote IMC/CMC when conducting seminars or workshops, both in hand-out materials and during presentations (it demonstrates a commitment to an organization with high ideals and ethics)

22. bring your clients to IMC Program Events (particularly dinner meetings) that are relevant to their business and industry

23. give copies of IMCNE Membership Benefits to associates or guide them to this Web site

To obtain information on the following

(1) "What's Behind the 'CMC'"
(2) IMC Code of Ethics
(3) IMC (National) Mission Statement
(5) "How to Select a Management Consultant and Get Your Money's Worth"
(6) CMC Lapel Pin and IMC Products (e.g., trade show display) ordering info
(7) IMC (National) Directory
(9) ICMCI (International Council of Management Consulting Institutes)
(10) IMC Logo (can be obtained in hard copy or on computer disk)

Visit IMC USA's Web site at www.imcusa.org

For any other information about IMCNE call 978-392-8415 or 800-696-7399, or email our VP Membership.

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