Here is an update on Caribbean management consultants are becoming more competitive

1. INSIGHTS December 2010
The Caribbean Institute of Certified Management Consultants Volume 2, Issue 7
In this issue
 President’s Message
Message from the President
As usual, let me first welcome all those who have become new members of the CICMC and
 CICMC launch in
ICMCI family since the last newsletter in October. Since that time two months ago, there has
Jamaica
 “Principles of MC” been a tremendous amount of activity, and of vital importance as well is that much of it has
Training in St Lucia occurred around the region – from St. Lucia to Jamaica, and St. Kitts to Barbados.
 CICMC presents with
CE at Commonwealth Following closely on the heels of the launch of CICMC Trinidad & Tobago in October, I am
Secretariat Workshop delighted to announce the launch of CICMC in Jamaica. Full details are in other sections of the
 Using our newsletter, but this milestone represents continuing success in our journey towards becoming
International Linkages the recognized voice of Management Consulting across the region.
 Membership Update
 Tips of the Month In that regard we are also extremely pleased to have also held our first “Principles of Consulting
 Technology Tip Training” three (3) day training course in St Lucia, in conjunction with the Association of
 On the lighter side Management Consulting of St. Lucia (AMCS) with sponsorship from SEQUA.
Individual … Continued on page 5
Highlights:
 Member Profiles 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
st
Tuesday December 21 . 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
Contact Us Management Consultant (CMC) certification and CICMC as the organisation through which they
Caribbean Institute of can gain certification. Participants were also informed about existing and emerging trends in
Certified Management Management Consultancy, its role in the development of Micro, Small and Medium Sized
Consultants Enterprises in Jamaica and Funding Opportunities for Professional Services via Caribbean
P.O. Box 1330 Export.
c/o Goddards Shipping and Tours … Continued on page 4
Goddard’s Complex, Fontabelle,
St. Michael, Barbados
West Indies CICMC President presents at Commonwealth Secretariat workshop
email: admin@caribbeancmc.com On December 2, 2010, in St. Kitts, CICMC presented jointly with Caribbean Export (CE) at a
phone: 246-228-2640 three day (3) services capacity building workshop organised by the Commonwealth Secretariat.
www.caribbeancmc.com 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
The entire CICMC family take this opportunity
to wish all members a Merry Christmas and a
Blessed and Prosperous New Year
Foundation Partner 1

2. 1222 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)
“High  Priority sectors: A case study of health and wellness: including socio-economic issues
achievement in exporting medical services (St. Kitts), Positioning for medical tourism (Bahamas) and
always takes Developing a regional wellness package (Caribbean Health and Wellness Association)
place in the  Inter-agency co-ordination to promote services: Country Papers (Jamaica, Antigua &
framework of high Barbuda, Belize & Guyana)
expectation.”  The role and experience of regional organisations in promoting services: support to
the Development of the Services Sector (Caribbean Export), A Case Study on
Charles Kettering Management Consulting (CICMC and Caribbean Export)
 The future of services in the Caribbean.
Group shot of the conference participants taken in front of the Marriott hotel.
PROFESSIONAL DEVELOPMENT
Professional Development (PD) Opportunity in Barbados
The next edition of the “Principles of Management Consulting” training will be held on January
Save the Date 17-19, 2010 in Barbados. Interested persons should reserve their places through the CICMC
Alert 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.
Americas Hub Meeting in Toronto
The next Americas Hub meeting will take place in Toronto, Canada on May 8-9, 2010. This
Save the Date meeting provides a forum to raise and discuss current issues in the industry, and their impact
Alert 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!!
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3. 3
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.
“If there is
anything that a
man can do well,
I say let him do
it. Give him a
chance.”
Abraham Lincoln
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4. 1242 4
CICMC NEWS
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
“If you cannot – Ministry of Foreign Affairs and Foreign Trade - David Prendergast, Head, CSME Unit
work with love but – University College of the Caribbean (UCC) - Winston Adams, President
only with distaste, – Institute of Management Consultants of Jamaica (IMCJ) - Henley Morgan, Fellow
it is better that you  The keynote address by Dr. Ashwell Thomas, CMC – CICMC Director on “The Business
should leave your of Management Consulting and the Management Consulting Industry – Existing and
work.” 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
Khalil Gibran 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
Canute Thompson, Brenda Pope, Ashwell Canute Thompson: Andrea Livingston-Prince: Marjorie Straw: JAMPRO/ JCSI
Thomas & Kirk Brown in conversation CICMC Jamaica Chair CICMC Jamaica Deputy Chair
Bottom left:
Kirk Brown (CE)
& Brenda Pope
(CICMC)
Bottom middle:
Winston Adams,
President (UCC)
& Ashwell
Thomas (CICMC)
Bottom right:
Harold Davis,
Executive
Director (JBDC)
4

5. 5
CICMC NEWS
Member Profile – Andrea Livingstone-Prince
Company: Business Works Limited
Position: CFO/Senior Management Consultant
Address: PO Box 2616, Kingston 8,
Jamaica
Email: thebusinessadvisors@gmail.com
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
Company: BusinessTech Research, Inc.
Position: Managing Director
Address: Vide Bouteille, PO Box GM663,
Castries, St Lucia
“Innovation Email: stephen@btr-inc.com
distinguishes Tel: (758) 451-9694
between a leader Fax: (758) 453-1289
and a follower.” SKYPE: slbtri
URL: www.btr-inc.com
Steve Jobs
Key areas of expertise:
 IT Policy and Strategy Development
 IT Project Management and Implementation
 ICT Research
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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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
“Most of the Livingston-Prince – Deputy Chair, CICMC Jamaica Committee with panellists including:
important things in  Brenda Pope, President CICMC
the world have  Dr. Ashwell Thomas, Director CICMC
been accomplished  Trevor Hamilton, Fellow IMCJ
by people who  Dr. Nsombi Jaja, Management Consultant
have kept on trying
when there seemed The final item on the agenda was the establishment of the Interim Committee for the next six
to be no hope at months, a process which was facilitated by Dr Ashwell Thomas, CICMC director. The persons
all.” nominated to serve were as follows:
 Canute Thompson, Ph.D.
Dale Carnegie  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 Interim Committee
of 2011.
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
6

7. 7
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.
“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)
7

8. 1282 8
Using our International Linkages: CMC & PMP, working together
The extract at left ® ®
What exactly is the PMP certification and how does it co-exist with the CMC ?
is taken from an  The Project Management Professional (PMP) is a knowledge-based certification,
article by Susan based on the Project Management Body of Knowledge (PMBOK) and offered through the
Dodia, PMP, Project Management Institute (PMI). First launched in 1984, there are now close to
published on the 400,000 PMPs worldwide.
IMCUSA website  The Certified Management Consultant™ (CMC®) is a competency-based certification
explaining how the awarded to management consultants who have met global professional standards of
CMC certification competence, professionalism and ethics in accordance with the knowledge and skills
is complementary defined in IMC USA’s Competency Framework and Certification Scheme for Certified
to other Management Consultants.
professional
certifications. IMC has several members who hold both certifications, and they discuss the differences between
Source IMCUSA 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.
“One of the tests of
"The PMP certification is heavily skewed towards a body of knowledge (PMBOK) and tests a
leadership is the
candidate’s familiarity with it, but in reality, project management is a skill and requires application,”
ability to recognize
says Kumar. "The fact that someone has a PMP does not mean that they are a stellar project
a problem before it
manager; it signifies that they understand the basic concepts of the project management body of
becomes an
knowledge.
emergency.”
"The CMC certification puts you though rigorous case studies based on real life application, a
Arnold H. Glasgow
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.”
8

9. 9
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,
“The great leaders and major client organizations in Bangladesh and overseas on standards, methods of
are like the best consultant selection, conditions of contract, training, resolution of disagreement and ethics.
conductors - they
reach beyond the The Institute will set and maintain high standards of independence, objectivity and integrity for
notes to reach the Certified Management Consultants (CMCs) in Bangladesh. It seeks to make the profession of
magic in the management consulting recognized, respected and accepted as providing a valuable and
players.” indispensable service to organizations in Bangladesh.
Blaine Lee 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: imcbangladesh@gmail.com
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
9

10. 12102 10
Tip of the Month #1 (source IMC USA)
Several of my colleagues First, be clear what you want Third, make a list of specific
get business - a lot of them to value. They hired you people or types of people for
business - through for a reason but you might whom you'd like a referral.
referrals. This isn't my want referrals in another area. This may or may not be the
situation at all. Maybe I'll Tell them specifically what same as your "ideal client"
get one or two referrals a skills and behaviours you but is likely close. Don't make
year but these rarely turn want them to tell others your clients work hard to
into business. What's the about. They will know of a lot create referrals on your
secret? more potential work using behalf. Better they look at a
services other than what you list you've given them and
A referral is a testimonial by provided them. think of people to whom they
someone who sees value in could make a referral that
what you have to offer. But Second, clients are not mind you didn't even know existed.
this doesn't happen without readers. Your relationship is
some intervention on your based on you helping them, Tip: Finally, make it worth
part. Four things must not the other way around. their while. Why would they
happen to get great referrals. Tell them you'd appreciate a take time and risk their
The referrer must (1) referral. Most will be happy reputations? Because you
recognize specific value in to do it if you just ask. can provide a client's
what you have to offer, (2) Delivering exceptional value colleagues with the same
know that a referral is of can't hurt their desire to look value you provided them.
“There are two value to you, (3) know to a bit harder to find you a Just like you are more than
kinds of whom they should make a referral. willing to recommend a great
companies, those referral, and (4) have a restaurant, create a desire in
that work to try to reason to make the referral. your client to make the
charge more and referral on your behalf
those that work
to charge less.
We will be the
second.”
Tip of the Month #2 (source IMC USA)
Jeff Bezos
I have what I consider a Where we get tied up is in will tell you a lot about your
clear "elevator speech" or balancing a clear general success in explaining
"value proposition." What I response with our wealth of yourself. Once you can
am not so confident of is knowledge and experience in explain your service in a way
my ability to express in the similar situations. This is not that doesn't require
next 2-3 minutes what I the time to tell everything specialized knowledge, you
can do for a client. What I you know, especially since, will have the basis for a 2- 3
do is pretty complex and until you know more about minute introduction to your
depends on the client's the situation, your services.
need but I seem to fumble experience may or may not
the explanation. be relevant, or the Tip: Removing all the jargon,
information premature. historical examples, and
This is not unique. In the arcane references to the
absence of specific details Explain to high school best practices literature on
on the client situation, needs, seniors what service you consulting will give you a
capacity for change, provide to managers and clear, understandable and
resources, and history, it businesses. Ask them to concise pitch that connects
often requires some restraint explain back to you what you on an emotional, not
for a consultant not to reply do, and be open to clarifying intellectual, level. And
"it depends" in response to questions. remember, it is not what you
an inquiry of "what can you do that is interesting, but
do for me?" A blank look from them or a what the client becomes as a
flurry of clarifying questions result of what you do, that is
of greatest interest.
10

11. 11
Technology Tip – Animate an Excel „O7 chart in PowerPoint „07
Excel charts aid in
the interpretation of Step 1 - Create a chart in Excel. For this module, a chart on
data. If you are Memphis rainfall was created.
displaying the chart
in a PowerPoint Step 2 - After the chart has been created, click in the white area
show an effective surrounding the chart to select the entire chart. Copy the chart;
way to display the hold down the Ctrl key before you tap the C key, or right-click
chart is one column and select copy, or click on the copy button on the Home tab in
at a time. 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.)
“The first rule of
any technology Step 6 - After selecting the effect, a rectangle
used in a business with a green star appears just below the effect
is that automation speed block. Click on the down arrow at the
applied to an right end of the rectangle, and choose Effect
efficient operation Options.
will magnify the
efficiency. The Step 7 - When the Effect Option dialog box
second is that pops-up, select the Chart Animation tab. What
automation applied you select next depends on how you want the columns to appear on
to an inefficient the chart. Using the chart seen below step 1 above, here is what the
operation will choices would mean:
magnify the  By series would display all of the red bars at once, and then a
inefficiency.” click would display all of the yellow bars
 By category would display both bars in a month, and then a
Bill Gates 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.
11

12. 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
Designed by
 internet links of value to members
Kathy-Ann Scott-Blades
membership 12