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following is a summary of previously held meetings in 2002
listed in reverse chronological order. |
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December
10, 2002
Tuesday |
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Topic:
Who's in Control? - The Prospect or
the Consultant?
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Speaker: Dr.
Jeff Callahan, President
Sales Strategies & Solutions, Inc.
Is This What Your Consulting Practice is All About?
One-Sided - While you attempt to foster a long term
relationship, your prospect withholds information and often
misrepresents his requirements
Unfair - You advise, educate, design and/or inform … you
work harder than ever to satisfy your customer, who does nothing
in return
Frustrating - You present and try to close the sale, while the
prospect does everything to stall, put you off, or just plain
hide
You Will Learn...
- Why consultants make fabulous presentations to the wrong
people at the wrong time.
- How prospects take control of the sales process and use
that to keep you struggling and off balance
- How not to settle for "think it overs"
- How to write fewer proposals and generate more business
Sales Strategies &
Solutions, Inc is an Affiliate of The Sandler Sales Institute.
The Sandler Sales Institute excels in providing sales and
customer service seminars, presentation skills training &
sales skills training for companies who wish to increase sales
and customer satisfaction. The Sandler Sales Institute offers a
variety of Seminars that will generate you more new business,
more quickly and less expensively.
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October
22, 2002
Tuesday |
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Topic:
"The State of the Association:
The Future, Considering the Past"
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Speaker: William
E. Swartz, President, ACC&CE
During the
past few years, considerable attention has been given to the
immediate needs and opportunities of the Association. Many
things have been evaluated and some have been put into use. It
is now time to look back and discuss the success and / or
failure of these initiatives. More important, we need to
consider how they have helped prepare a good foundation for
future growth. There are still many things that need to be done.
New ideas must be developed to meet the needs of today, most of
which are not the problems and needs of the past. More
important, the future can be bright for ACC&CE if the
members get involved and engaged enough to make things happen.
As with most groups, all members can obtain benefits, but what
you actually get from your membership will be directly
proportional to your involvement in the programs and activities
of the organization. Most of us have enjoyed many benefits from
our membership, but there are more things to be achieved if we
can make it an even better organization. Some suggestions will
be presented to show how ACC&CE can move forward to a period
of strong growth and greater opportunities.
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September
24, 2002
Tuesday |
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Topic:
Chocolate and Why We Love It
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Speaker: Michael
M. Blumenthal, PhD
Libra Technologies, Inc.
The
sensuosity and luxury of a good bite of chocolate can be
intoxicating and stimulating for adults; and the odor, taste and
mouthfeel can pacify children. This native American
food/beverage actually transformed European society and set up
traditions that carried over into the British, French, Spanish
and Portuguese colonies in North and South America, and indeed
around the world. The methods of production, economics, and
forms of chocolate are intriguing. Studies of the effects that
chocolate has on our everyday lives gives us a lot of new
information, while leaving intact myths and attributes that are
our folkloric wisdom... everyone loves chocolate!
Dr. Michael M. Blumenthal is an award-winning consulting
chemist and food scientist. He has a humorous, light touch while
speaking about and illustrating topics he is passionate about.
Mike grew up in the Bronx and Long Island, and settled in New
Jersey after grad school at Rutgers University. As he puts it, "I'm
a fat chemist who loves his work."
Members and non-members are invited to bring a
guest/spouse to join us for this special presentation.
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June
25, 2002
Tuesday |
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Topic:
Smart Marketing for the Savvy
Consultant
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Speaker: Gloria
Reisman
Reisman Consulting Group, Inc.
It's not
enough to have great technical skills to be a successful
consultant. Learn about the myths and realities of marketing
your expertise to reach more clients, maximize your time, and
achieve your business goals. Find out how "rethinking"
marketing, understanding your goals, and developing your "soft
skills" can add value to your career.
Gloria is principal of Reisman Consulting Group, Inc., a
consulting services placement company to Fortune 1000 companies.
Areas of focus are technical and marketing communications,
training development, and sustainable business strategies.
Reisman also lectures and coaches independent consultants on
marketing techniques.
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May
28, 2002
Tuesday |
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Topic:
Financial Planning
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Speakers: Julia
Barinova and Caroline Donatelli
Salomon Smith Barney, Inc.
Two financial consultants
from Salomon Smith Barney, Inc., Ms. Julia Barinova and Ms.
Caroline Donatelli, will be presenting a Financial Planning and
Asset Management Workshop that will include: - Create a strategy
- Manage the process - Execute wisely - Immediate issues you
will have to address.
Having a financial and investment discipline is so important to
successful wealth management.
Ms. Julia Barinova received her MBA from Western Illinois
University in 1997 and she received her BA in Economics from
Saratov, Russia, in 1996.
Ms. Caroline Donatelli received her BA from Monmouth University
in 1983.
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April
23, 2002
Tuesday |
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Topic:
Marketing Your Consulting Practice
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Speaker: Jim
Shulman
Marketing Results
We're all experts in our
fields, we take great care of our customers business, yet as
consultants we often forget the most important customer of all:
Ourselves! It's very easy to become so involved in specific
projects that we forget the larger picture: the need to create
an ongoing (and often, renewing) supply of customers who need
our services.
This presentation will cover some of the more effective methods
of creating on-target marketing programs. In particular, we will
discuss the importance of short and long-term planning, the
value of publicity through trade publications and trade shows,
and creative new uses of e-marketing. Marketing doesn't have to
be extremely expensive-or traumatic-to be highly effective. A
few simple steps along the way will help you create steady work
and income flows.
Jim Shulman has designed targeted marketing programs for nearly
two decades, in fields as diverse as specialty adhesives,
pharmaceuticals, collectible toys and models, technical tools,
and classical music compact disks. Since 1996 he has run his own
organization, Marketing Results, which creates highly
specialized marketing programs for businesses and individual
entrepreneurs. He is a prolific author on marketing topics, in
publications as diverse as Target Marketing, SBN magazine,
Adhesives and Sealtants Industry, Chemical Week, Internet
Marketing, and many others. He has been a featured speaker at
numerous symposia, including national conferences of magazine
publishers (Folio) , direct marketers (DMA), and at countless
local business organization functions. He is currently on the
boards of directors of the Philadelphia Direct Marketing
Association and the Reading Symphony Orchestra.
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March
26, 2002
Tuesday |
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Topic:
The Trigger Factor
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Speaker: William
J. Altier, CMC, FIMC
Princeton Associates Inc., Management ConsultantsCreativity
is hot these days. Everyone is looking for the magic elixir that
will enable them to be more creative. And yet every day everyone
is exposed to many opportunities to come up with creative ideas.
The only problem is that most of these opportunities pass by
unrecognized.
In "The Trigger Factor," Bill Altier offers examples
of situations where people failed to recognize opportunities to
improve things, opportunities to come up with creative new
ideas. He then examines why this happens and develops the
concept of the trigger factor. He show the need to examine
events for their dissatisfaction elements, and the need to make
better and more frequent use of the word "Why?"
William J. Altier, CMC, FIMC is President of Princeton
Associates, Inc., management consultants specializing in
participative-process consulting. The company works with major
organizations in North America, Europe and Asia. Prior to
organizing Princeton Associates in 1976, he spent eleven years
with the international consulting firm of Kepner-Tregor, Inc.
Before entering consulting, he held a variety of positions in
the electronics field in which he holds patents.
He earned a B.A. at Lafayette College, majoring in chemistry,
and an M.B.A. from The Pennsylvania State University.
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February
26, 2002
Tuesday |
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Topic:
Radiation Processing of Polymer
Materials
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Speaker: Mr.
Song Cheng
Applications Development Manager, IBA Advanced Materials
Division In
this presentation, radiation processing and radiation chemistry
of polymer materials will be discussed. General concepts and
basic chemistries will be introduced. The effects of radiation
(mainly electron beam radiation) on polymer materials will be
illustrated and examples of various applications of radiation
processing will be provided. Advantages for radiation processing
and main processing issues will be discussed. IBA's capability
in radiation processing of advanced materials will also be
introduced.
Background: Song Cheng joined the Advanced Materials Division
of IBA in April 2001 and has since served as Applications
Development Manager. IBA (Ion Beam Applications) is an
established world leader in the use of particle accelerator
technology, advanced physics and chemistry for industrial and
medical markets. IBA has many facilities all over the world.
Application Development is a new department and a cornerstone
IBA's Advanced Materials Division (AMD). Song takes lead in
applications and development of radiation processing and
radiation chemistry. He works directly with customers to develop
the correct process to enable them to obtain results they are
after. He assists the Account Managers on technical aspects of
customer radiation processing service and radiation equipment
sales. He will also be at the forefront of developing new
applications that IBA AMD can offer to the market.
Song has an M.S. degree in Organic Chemistry from the
University of Alabama and a B.S. degree in Polymer Chemistry
from Fudan University in Shanghai, China. Song has 7 years of
experience in radiation processing of polymer materials and a
total of over 14 years' of experience in industrial polymer
materials R & D. As a Research Engineer with the Chen-Guang
Research Institute for Chemical Industry in Chengdu, China, Song
specialized in gamma-ray and electron beam radiation processing
studies of various polymeric materials, including composite
conductive polymers, hydrophilic polymer membranes, and
sensitizers for radiation vulcanization of natural rubber latex.
Song's most recent position before IBA was with Moltech
Corporation in Tucson, AZ, where he was a Scientist and Team
Leader for Advanced Technology and developed various coatings
for novel lithium battery components.
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January
17, 2002
THURSDAY |
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Topic:
Best Practices in Process Safety
Management/Risk Management Programs
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Speaker: Michael
J. Hazzan, P.E.
Chemetica/AcuTech Consulting Group, San Francisco, CA
Joint meeting with NJ GROUP OF SMALL CHEMICAL BUSINESSES
Process Safety Management programs have been in existence for
nearly 10 years; Risk Management Programs for nearly 3 years. We
have just passed the anniversary of the third audit cycle for
required PSM audits and the first such anniversary for RMP
prevention programs. Because of these audits, some insights have
emerged regarding what works in PSM and what doesn't work. The
most improved PSM element over the past 3 audit cycles is
operating procedures. There are a number of reasons for this,
including the electronic management of SOPs (as well as many
other plant documents) and ISO-9000 registration. These
represent elements of best practice for SOPs [Standard Operating
Procedures]. The least improved PSM element over the past 3
audit cycles is mechanical integrity. There are many common
findings from our auditing of mechanical integrity [MI]
programs, including overdue inspection and testing, undocumented
inspection and testing programs, undocumented maintenance
training and qualification programs, and poor management of MI
deficiencies. Despite these problems, there are some "bright
spots" in MI, including the use of state training
qualification programs for maintenance technicians, and the
adoption of formal project management processes.
Background: Mr. Hazzan has over twenty-seven total years
experience in process safety and risk analysis, engineering, and
plant operations. He has served as a Project Manager/Lead
Engineer for a number of process safety related compliance
audits, Process Hazard Assessments (including HAZOP studies,
What-If studies, and Failure Modes and Effects Analysis),
release (source term) calculations for severe reactor accidents,
facility siting studies, and dispersion/consequence
calculations, mechanical integrity management systems,
probabilistic risk analyses, and fault tree analysis. Mr. Hazzan
has authored and repeatedly taught a seven course training in
process safety and risk analysis for the chemical/process and
power industries. Michael has been an invited speaker on these
subjects for the American Society of Safety Engineers, the
Edison Electric Institute, the Air & Waste Management
Association, the Texas Chemical Council, The Kentucky Safety and
Health Network, and the Safety Executives of New York, as well
as for conferences sponsored by several major corporations. He
has published 18 technical papers in the areas of process safety
and risk and has served as an expert witness on process safety
during the permit hearing process for a new chemical recycling
facility.
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