Corrections or additions?
10 Consulting Tips
These articles were published in U.S. 1 Newspaper on November 18,
1998. All rights reserved.
When people feel that the corporate world does not offer
them what they want, they are inclined to start out on their own.
"It’s exciting and very satisfying," says Veronica
co-founder of Bukowski-Stanton Associates, an international executive
coaching and consulting practice. She discusses "Ten Keys to
Consulting" at the American Society for Quality on Thursday,
19, at the Marriott. Cost: $20. Contact Christine Andreas at
Whether you work alone or in a corporation, she says, the bottom line
is being productive and being able to make a worthwhile contribution.
Bukowski, a graduate of the University of Delaware with an MS in
development from American University, has been in the consulting
for 18 years.
Bukowski points out some common mistakes that beginners make:
consultants work hard and get one or two big clients and then stop
their marketing efforts. The client moves away for some reason and
the person is left in the lurch.
says Bukowski. They say `yes’ to everything and get distracted from
the core objective of their business.
business, says Bukowski. You should be able to get past
and move on.
to build an image, says Bukowski. They spend all their money on their
office and beautiful brochures but have no clients. Spend only what
is necessary to build up clients, she says. Her tips for a successful
career in consulting:
to offer in 15 seconds.
let as many people know what you have to offer.
to buy and not when you are ready to sell. Keep in touch. They could
say `no’ in March but might consider you in October.
things in focus, says Bukowski.
— Teena Chandy
When John "Lonnie" Steffens speaks, people
listen. Steffens is vice chairman of the board of Merrill Lynch and
Company and ranking officer at Merrill Lynch’s Scudders Mill Road
campus, and many people in the county are counting on him to go
with the deal to develop 450 acres on Scotch Road with up to 3.5
square feet of office space. Potentially this campus could include
a retail village, a hotel, a conference center, and even space for
Steffens speaks at the Mercer Chamber on Thursday, November 19, at
11:30 a.m. at the Princeton Hyatt. With the topic of "Merrill
Lynch: a Community Partner," he will discuss how Merrill Lynch
is both an international concern and a participant in the community.
Cost: $30. Call 609-393-4143.
Since Steffens was not available for a pre-meeting interview here
are some queries to consider for the Q&A:
develop the $400 million, 450-acre park? The first phase of
to be completed in the year 2000, will accommodate 3,500 jobs and
the site could expand to 5,000 jobs. Steffens’ probable answer: No,
we are going forward with the park.
to stay in New Jersey? Steffens’ probable answer: No. The state did
come up with a $135 million bond issue that will save Merrill Lynch
$8.1 million in sales tax, but that is a loan. The state buys
for Merrill Lynch to lease, and when the lease expires Merrill Lynch
will have "bought" the equipment without paying the sales
tax. Actual outright grants from the state total $20 million and
$8.3 million to create 1,400 new jobs and $3 million for training
the new employees in computer skills.
Merrill Lynch and Plainsboro Township are currently in mediation
over the property tax assessment on Merrill’s office complex and
center. Even though Plainsboro is in Middlesex County and this is
the Mercer County Chamber, folks from Middlesex (after all, it is
greater Princeton, isn’t it?) are expected to attend. And anyway,
everyone’s interested in the Bull’s tax problems. Steffens’ probable
went right to work for Merrill Lynch as an account executive in his
home town, Cleveland. Seven years later he was promoted to sales
there, and then went to manage the office in Birmingham, Michigan.
In 1975 Steffens came to Manhattan, first to manage the operations
planning department, then to be assistant division director of
products and services. In 1979 he went through the Advanced Management
Program of Harvard Business School. In 1981 he was elected to the
board of directors and became director of marketing for the individual
sales division, and three years later was director of national sales
for the consumer markets sector. In 1985 he became president of that
sector (later renamed Private Client Division.)
Three years ago he served as the chairman of the Securities Industry
Association, and he is currently National Chairman of the Alliance
for Aging Research and a trustee of the Committee for Economic
"The investment in Mercer County by Merrill Lynch has the ability
to transform the total business center of the county," says
Breithaupt, chairman of the Mercer County Chamber and president
and CEO of Trenton Savings Bank (Peoples Bancorp). "John’s view
on the region and the world will also be extremely informative."
"A speaker of Lonnie Steffens’ stature continues the Mercer
tradition," says Bill Mate, the chamber president.
The Forrestal at Princeton is hosting a day-long seminar
on effective communication techniques and negotiation skills on
November 20, at 8 a.m. The workshop is co-sponsored by Meeting
International, New Jersey chapter, and the New Jersey Society of
Executives. Cost: $95; $65 for a half-day. Call 201-998-9157 to
John S. Foster III, an attorney-at-law and certified hospitality
sales executive, will present "How to Negotiate Anything with
Anyone." Foster has used his 20 years experience in law and
to help the beginner and the old pro learn basic principles,
and techniques of negotiating in easy-to-understand language that
can be applied on a daily basis.
Sue A. Hershkowitz-Coore, CSP, will present "Communication
with Success — Talking, Writing, Interacting for Results."
Author of "Power Sales Writing: What Every Sales Person Needs
to Know to Turn Prospects Into Buyers," Hershkowitz-Coore is a
professional speaker who has broken down barriers to communication
problems for corporate, association, and government clients.
says you can learn communication skills that will not only get your
point across, but also get the results you want.
The U.S. Treasury Department is encouraging Americans
who receive federal government checks to use the Electronic Funds
Transfer (EFT) and have their money directly deposited into a personal
account at a federally insured bank, credit union, or savings and
While a number of federal agencies have yet to inform beneficiaries
of their plans for Electronic Funds Transfer (EFT) and waivers, the
Social Security Administration is giving Social Security and
Security Income beneficiaries the option to "do nothing" and
continue to receive checks by mail.
Some banks, financial service companies, check cashing outlets, and
pawn shops reportedly have told some beneficiaries that they must
sign up for the direct deposit option by January 1, or they will
no benefits. Consumer advocates want to make sure the American public
knows its options and doesn’t fall victim to scams.
The federal government is offering EFT to 510,300 New Jersey residents
who now receive their checks in the mail. These residents include
anyone who receives federal payments for Social Security, Supplemental
Security Income (SSI), Railroad Retirement, veteran’s benefits (VA),
federal pensions, and federal employees’ and contractors’
Under EFT, beneficiaries can:
a new account to receive direct deposit.
a low-cost account set up by the federal government and scheduled
to become available in 1999.
request a "waiver" from using direct deposit or ETA. According
to the Treasury Department, beneficiaries may not have to use EFT
if opening an account and using direct deposit costs more than cashing
the check; beneficiaries have a physical or mental disability; a bank
is not close by; or beneficiaries have difficulty reading or writing
The Treasury Department claims it saves nearly 41 cents per check
using electronic transfer, which along with administrative
adds up to about $100 million in savings a year.
As preparations for the 1999 tax filing season gets
underway the American Association of Retired Persons (AARP) seeks
more volunteer tax-aide counselors in the Princeton area.
AARP Tax-Aide volunteers are specially trained, in cooperation with
the Internal Revenue Service (IRS) and New Jersey State Income Tax
Department, to understand many provisions of the tax code,
those that affect older people. Personal assistance is provided to
help the taxpayer complete federal and state tax returns.
Volunteers come from many backgrounds and have experience in filling
out their own returns. They must agree to assist taxpayers a minimum
of four hours per week, from February 1 through April 15, at a senior
center or public library in the area. Individual tax-aide sites are
generally open for four hours, one day per week, Monday through
Hours are usually 9 a.m. to 1 p.m. or noon to 4 p.m.
Home study and class participation are required. Training classes
will be held between January 4 and January 12. For information call
The Merck Company Foundation for the seventh year
has awarded the Raritan Valley Community College Foundation
a grant for $50,000 in support of its theater season. "As a
college, we value the opportunity to provide high caliber arts
and arts education to the community and we are pleased to have Merck
help us realize our goals," says Cary Israel, president
of Raritan Valley Community College. The Raritan Valley Community
College, serving Somerset and Hunterdon County residents, offers 71
associate degrees and certificates.
The Merck Company Foundation, the philanthropic arm of Merck and
Inc., has since 1957 provided more than $180 million in support of
educational, cultural, health care, civic, and other non-profit
(RFB&D) received a grant of $17,500 from the Fred C. Rummel
of Summit, New Jersey. Patty Byers, vice president of Summit
Bank and a member of the Rummel Foundation’s board of trustees,
the check to Eileen Gallagher, director of development, and
James Amick, chairman of the board of directors of RFB&D’s New
issue of limited editions lithographs by artist Ludvic Saleh.
A donation of 50 percent of all proceeds from the sale of the editions
will go to the American Red Cross for their hurricane relief efforts
in Central America.
"The devastation experienced by the people of Central America
has touched me very deeply. I am glad to do whatever I can to
said Saleh. The editions titled "Peace," "Cat," and
"Rooster," in an edition size of 750 pieces are all hand
and numbered by the artist. They are priced at $125 each.
The editions may be ordered directly from the publisher. Call
or visit the artist’s website at www.ludvic.com. Trade Art & Frame,
Monmouth Junction; Art & Frame Source, Menlo Park and Princeton; and
De’Lann Gallery, Plainsboro will carry these editions without any
markup and will be glad to assist with framing needs. See page 33
of this issue for details on other disaster relief efforts.
Mud, devastation, and immense human suffering are
the images being sent to North America in the aftermath of Hurricane
Mitch, one of the most violent hurricanes of the past 200 years to
hit Central America. In Honduras and Nicaragua the death toll is
and more than 1 million are homeless or struggling for their lives.
Over 12,000 people are still missing. Hundreds of thousands of people,
desperate for food, water, medicine, and shelter, are becoming ever
more susceptible to outbreaks of epidemics such as malaria, diarrhea,
One television newsman, prone to dramatization, announced that in
his 25 years on the job he had never witnessed such devastation, and
that nothing short of a Cold War-syle Berlin airlift could bring
Former president Jimmy Carter, not known for exaggerating about
was there, too, and he said roughly the same thing.
Yet while our first instinct may be to reach for blankets, clothing,
canned goods, and even baseball equipment, to help Mitch’s victims,
the Red Cross recommends cash donations above all. Launching one of
the largest international relief operations in the organization’s
history, the Red Cross is appealing for cash because the
to receive and distribute gifts in kind has been destroyed.
"The most effective means to assist victims of Hurricane Mitch
is to make a financial contribution because it can be applied to the
rapid relief of the affected region," says David Novack of the
American Red Cross of Central New Jersey, located at 707 Alexander
Road. "The Red Cross is able to move cash instantly through wire
transfer to the affected areas. Moreover the purchasing power of the
U.S. dollar allows the Red Cross to maximize the value of each
With the cooperation of local Red Cross branches, the Red Cross in
Central America will provide food, blankets, chlorine, kitchen tools,
and materials for home reconstruction over a period of two months.
Cash contributions can be made to the American Red Cross
International Response Fund, American Red Cross, 707 Alexander Road,
Suite 101, Princeton, NJ 08540-6399 and American Red Cross
Response Fund, 123 How Lane, New Brunswick, NJ 08901. For credit card
contributions, call 1-800-HELP-NOW or 1-800-257-7575 (Spanish); or
locally by calling 609-951-8550 or 732-418-0800. Internet
users can make an online credit card contribution at
and choosing the option International Response Fund.
In Princeton, concerned individuals, organizations, and businesses
are also working to help Nicaraguan hurricane victims:
Jill Carpe of the Salty Dog craft shop at 4 Spring Street is helping
spearhead the area efforts of PeaceWorks to send aid into the region.
"Nicaragua may seem like it’s very far away and has nothing to
do with us here in Princeton, but in fact Princeton Township and
Borough both have a sister city relationship with Granada,
Carpe, who has visited the area twice in the past, says Nicaragua’s
death toll may reach 4,000. Working with the Central Jersey-Masaya
Friendship Cities Project and the Princeton-Granada Sister City
PeaceWorks is organizing cargo container aid shipments of
food items, clothing, and medical supplies. Donations of goods or
money are tax-deductible. Carpe is earmarking a portion of her
to the relief effort and urges other businesses to do the same.
As it has for the other 32 aid shipments it has sent to Nicaragua
since 1987, PeaceWorks will send the aid to Masaya Without Frontiers
(MASINFA), a professional organization that is serving as a regional
disaster relief organizer in Nicaragua. This aid will help people
with immediate relief assistance as well as long-term community
The deadline for donations is Friday, November 20. For information
or pickup, call the Salty Dog at 609-252-1815.
The Latino Chamber of Commerce of Mercer County, in conjunction with
organizations that include the Latina Women’s Council of Mercer
the Latino Law Enforcement Society of Mercer County, Hispanic-American
Medical Association, the Mercer County Hispanic Association, and the
Puerto Rican Parade Committee, has also launched a relief drive. This
group is collecting non-perishable food, clothing, and medical
To assist the Latino Chamber effort, contact Harry Luna at
Members of the Robert Wood Johnson Health System and Network has also
announced that its affiliated hospitals, health centers, and
communities will collect food and supplies for a Thanksgiving shipment
to Central America on Tuesday, November 24. Non-perishable food,
medicines, summer clothes, flashlights, batteries, baby items,
and building materials are being collected. For the location of
sites throughout the region, call 800-242-0022.
In Honduras alone, at least 600,000 people were left homeless by the
massive storm and more than 7,000 people are believed to have died.
Much of Honduras has literally been destroyed by Mitch which pounded
the country for several days. Preliminary damage assessments indicate
that Mitch destroyed 70 percent of the country’s bridges, 60 percent
of its water systems, and vast sections of highways and secondary
roads. Those roads and bridges not simply swept away by floodwaters
were buried by massive mudslides. More than 70 percent of the
— with bumper fall crops almost ready to harvest — was
by the storm, a stunning blow to a poor country largely dependent
on its domestic food production for feeding its population and for
export income. Nothing like it has hit since the 1974 Hurricane Fifi
killed 10,000 in Honduras.
In Nicaragua, at least 400,000 people are left homeless, overwhelming
government resources and raising the specter of epidemic. Scattered
cases of cholera already were being reported in some areas, and scorch
teams have been ordered to burn corpses in an effort to prevent the
spread of disease. Hundreds of bodies continue to be pulled from
and mudslides that can be as much as 20 feet deep. The eruption of
Nicaragua’s Cerro Negro volcano only added to the miseries of the
In many areas, the relief operation is being hampered by the
infrastructure. The death toll continues to rise.
A Disaster Action Response Team (DART) from Washington, D.C., has
been recruited to assist relief efforts. More than 8,000 paid and
volunteer staff from national Red Cross Societies in Central America
have been working around-the-clock rescuing those buried by mudslides
and stranded by flooding. Red Cross workers are also distributing
emergency relief and supporting first aid, evacuation, and sheltering
Corrections or additions?
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