To Work Better, Step Back from Work

Corporate Angels

Leadership Trenton

Corrections or additions?

These articles by Kathleen McGinn Spring were prepared for the May

30, 2001 edition of U.S.

1 Newspaper. All rights reserved.

Government Bids? NJIT Can Help

The Department of Defense is looking for a whole lot

of good landscapers, psychologists, building contractors, and even

teddy bear manufacturers. As are other government agencies. Bobbie

Lerner, assistant director of the Procurement Assistance Center

at the New Jersey Institute of Technology, says that government at

all levels is looking to outsourcing as a cost-efficient way to obtain

the thousands of categories of goods and services it needs. "This

is a great time to be a small business," Lerner says. The


center helps companies win government contracts.

Now in its 14th year, the Procurement Assistance Center helps


especially those owned by women or minorities, win government


It operates under a cost-sharing cooperative agreement between the

Department of Defense and the New Jersey Institute of Technology,

under the auspices of NJIT’s Office of Economic Development. The


purpose is to provide marketing, contractual, and technical assistance

to small New Jersey companies that are interested in selling their

goods and services to the Department of Defense and other government


NJIT holds a free seminar on "How to Do Business with the State

and Federal Government" on Thursday, June 7, at 10 a.m. at the

Mary G. Roebling Building in Trenton. Call 973-596-3105.

The center has grown from a one-person program with a budget of less

than $200,000 to a state-wide organization operating with a staff

of four and a budget of $500,000. It maintains offices in Newark,

Trenton, Mt. Holly, and Atlantic City.

Assistance is provided to firms through the sponsorship of outreach

workshops and seminars, implementation of government market research

in the form of bid information opportunities, and one-on-one


on all aspects of government procurement. Clients are trained in


and educated on the bidding process that leads to government


According to Lerner, the federal procurement process for small,


and minority-owned businesses was complicated by the enactment of

the Federal Acquisition Streamlining Act of 1994. This act requires

the government to procure its goods and services electronically via

computer rather than through paper proposal submittals. This change

will be integrated within the next few years, and does away with over

200 federal acquisition laws as they apply to the purchase of goods.

The center is educating new bidders and veterans alike on the new


Since 1986 the center has helped New Jersey businesses secure more

than $435 million in government contracts. In fiscal 1998 the amount

was $77.3 million. It dropped down to a still impressive $53.6 million

in 1999. Lerner is still working on computing the figure for 2000.

Lerner urges anyone with a small business to consider bidding on


contracts. The Department of Defense, and other government departments

too, buy for their bases, their projects, their employees, and for

the employees’ families. That’s where the teddy bears come in. Lerner

said one of the center’s clients sells the stuffed animals, and,


its help, won a contract to place them in PXs.

Lerner says her center’s clients include doctors, lawn maintenance

companies, attorneys, builders, testing laboratories, office supply

companies, computer instructors, psychologists, landscapers, and many,

many more types of professionals and businesses. The government buys

anything a business — or a family — would buy. Toilet paper

to liquor, some government agency needs it.

Sure, Lerner admits, some agencies buy in enormous quantities, and

place their orders with large corporations. The twist here, she says,

is that any company with government contracts is bound by regulations

requiring it to purchase a percentage of its goods and services from

small, minority-owned, or women-owned businesses. While many people

think of government contracts in terms of missiles, the truth, says

Lerner is that anyone who sells cookies or shampoo to any federal

agency is a government contractor.

In its upcoming seminar, the center will go over the following


How purchases over $2,500 are advertised.

How to find purchases under $100,000.

How to apply for Central Contractor Registration (CCR).

Certification training for federal and state agencies and

large companies.

An overview of the bidding process.

A review of applicable regulations.

Introduction to electronic commerce.

Seminar participants will also be informed of the free services

the center provides, including information pertaining to


opportunities, one-to-one technical assistance in completing bid


and other paperwork, and help in resolving federal government contract


One caveat from Lerner: Before you bid, you have to be a real


"One woman came up to me in a seminar," she recounts. "She

wanted to run a temp agency. She asked me what she should charge for

a stenographer." Laughing, Lerner says, "I didn’t know anyone

even used stenographers anymore." But if they do, she says, anyone

running a temp agency that supplies them had better know how much

to charge for them.

Businesses don’t have to have been in business for any particular

length of time to bid for government work, she says, adding that new

businesses do sometimes win bids. Any company, established or not,

should be aware, however, that "no one wins every bid." With

practice, businesses do get better at bidding and at estimating how

much it will cost them to complete a job.

The most important step for small businesses looking for new clients,

is to get in there and bid. Says Lerner, "If you’re not in it,

you can’t win it."

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To Work Better, Step Back from Work

Allowing a job to become all-consuming may backfire,

stripping out time for the relationships and habits — even sleep

— that make for creative, productive time at work. Bryan


a Church & Dwight executive, addresses the need for balance when he

speaks on "Four Paradigm Shifts for Life in the Fast Lane"

on Friday, June 1, at 7 a.m. at a meeting of the Christian Business

Men’s Committee at the Princeton Hyatt. Cost: $20. Call 609-683-9300.

Harpine, a graduate of Gordon College, holds an MBA from the


School of Business at the University of New Hampshire. He balances

a busy career at Arm and Hammer, where he has launched a number of

products, including the Baking Soda Cleaning Shaker and Pet Fresh

Carpet Deodorizer, with time spent at home with his wife, Beverly,

and his children, Stephen and Julianna. He rounds out his life with

golf, water skiing, and golf.

Here are excerpts from some of Harpine’s prescriptions for keeping

work in its place:

We need to work for a living rather than living for work.

If our values are right we typically set the right priorities. This

leads us to having the emotional and psychological energy to give

to our families after the working day is over. Also, to make room

in our schedules for enjoying the fruits of our labors is just as

important as laboring itself. We need to pencil in special dates that

give us joy in life. Planning ahead is key here rather than pushing

it off until the big project is done. Well guess what? There is always

another project right behind it.

It’s amazing how quickly the treadmill of life kicks in if we don’t

watch out. Those who study sleep deprivation say that in just the

second consecutive day after lack of sleep we begin to loose our


Make time for daily reflection. Wisdom is mistakes made

but not forgotten. Unfortunately, we are not perfect, although many

of us are what psychologists call perfectionists. No matter how good

we are at our jobs, hobbies, music, and sports, we make mistakes.

A daily time for reflection is key to growing in life. I know many

advertising writers who typically get the big creative idea during

"down time."

Have a vision for personal growth. John Maxwell, in his

book, "Developing the Leaders Around You," relayed that not

one of the thousands of people attending his seminars ever responded

to his invitation to tell him about an individual growth plan. Many

believe that doing a job well is the final goal in their development,

but developing others to their potential is a higher level skill.

Higher still is growing people to become leaders who can in turn



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Corporate Angels

<B>Comcast employees have given disadvantaged job

seekers a boost by donating their lightly used career attire to the

American Red Cross, Tri-County Chapter’s Career Closet program. These

donations, 550 articles of clothing in all, allow Red Cross clients

to compete for jobs for which they would not considered without


and often expensive, business attire. The donated clothes were


at no charge by Introcaso Cleaners of Avenel and Jerry’s

Dry Cleaners of Brick. Another participating business was The

Bee of Bay Head, which donated clothing.

Merrill Lynch provided funding for a 10-day residential

Mentoring Program for Women in Mathematics. The program was held at

the Institute for Advanced Studies for undergraduate students in


graduate students in mathematics — especially those who wish to

explore the area where mathematics and physics meet — and


researchers in the field. The emphasis is on mathematics learning

and research, mentoring, peer relations, and an introduction to career


The topic of this year’s sessions was quantum field theory,


and enumerative geometry. Among the participants were Jaimika Patel,

a student at St. Peter’s College; Lillian Pierce and Julia Salzman,

juniors at Princeton University; and Cynthia Rudin, a graduate student

in applied and computational mathematics at Princeton University.

Princeton University mathematicians Ingrid Daubechies and Sun-Yung

Alice Chang, Nancy Hingston of the College of New Jersey, and Robert

MacPherson, professor in the Institute’s School of Mathematics, were

among the academics serving on the organizing committee. The program

is under the direction of Karen Uhlenbeck of the University of Texas

at Austin, a former visiting scholar at the Institute.

The Mercer County Bar Foundation, through its KITES


has awarded a mini-grant to the Pace Charter School in Hamilton. The

grant is to assist with funding of a conflict resolution/violence

prevention/anger management program for faculty, parents, and


Kiddie Academy child care center franchises, including

those in Princeton, Cranbury, Lawrenceville, Hillsborough, and

North Brunswick, have selected the Valerie Fund as their charity of

choice. The franchises, owned by Harsh and Sonia Chadha, will support

the Valerie Fund on various levels, including gifts-in-kind.

A non-profit organization organized in 1976, the Valerie Fund’s


is to help provide financial support for the comprehensive medical

care of children with cancer and blood disorders. It’s children’s

centers, located at New Jersey and New York hospitals, comprise one

of the country’s largest networks of health care facilities for


with these disorders.

Kiddie Academy will kick off its support of the Valerie Fund by


a gift-in-kind drive for its Camp Happy Times, a free one-week camping

experience for children ages 5 to 20 who have, or have had, cancer.

Approximately 200 children attend the camp each summer at Tyler Hill,


Wawa food market at University Place in Princeton has

honored Ariel Shiner, an Eden W.E.R.C.s participant, for 20 years

of outstanding service.

Eden W.E.R.C.s is a division of Princeton-based Eden Family of


a not-for-profit organization dedicated to providing lifespan services

for children and adults with autism. Scott Rieger, assistant director

of employment services, says area employers with Eden W.E.R.C.s’


on their personnel rosters include Lewis Parker Accountants

of Lawrence, the Montgomery Middle School, a number of Wawa

stores, U.S. 1 Newspaper, Banana Republic, law offices

of Herb Hinkle, Media Resources Group, Bohren’s United

Van Lines, Capital Lighting, Jewish Family Services,

Riviera Finance, Garden Theater, Sovereign Bank

in Skillman, The Windrows, Leigh Photo and Imaging, and

Advanced Vending Systems.

Rieger says Eden W.E.R.C.s’ clients do best in a work atmosphere where

their tasks have significant structure. A job coach is assigned to

every two or three individuals, and will provide training to employers

if they request it.

Shiner, who began working for Wawa in March, 1981, is considered by

many a pioneer in opening the door for people with autism to gain

employment and make a living as contributing members of society.

Rieger says people with autism "want to do what normal people

do." That includes, he says, "getting up in the morning,


breakfast, and going to work."

Merrill Lynch has contributed $15,000 to the Marie


School for the Deaf, defraying the cost of its Summer Education


by more than half. In addition, over 40 Merrill Lynch employees have

volunteered to learn American Sign Language and assist Katzenbach

teachers during this program.

The Summer Education Program is held during July and supports an


of 50 deaf students between the ages of 3 and 21 years of age. The

school offers special outreach educational programs, as well as a

Deafblind-Multihandicapped Unit for students 5 to 21 years old.

Employees of Presbyterian Home & Services Inc. , a


retirement housing provider in Princeton, helped patients of Mercer

County hospitals by donating 16 pints of blood to the American Red


The Merck Company Foundation has established a new


of chemistry at Princeton University to honor Arthur A. Patchett of

Princeton’s Class of 1951. Patchett is a research chemist and former

vice president of medicinal chemistry at Merck.

The Arthur Allan Patchett Professorship in Organic Chemistry will

be created with a $3 million gift in recognition of Patchett’s


career at Merck, which spans more than four decades.

During his career, Patchett conducted groundbreaking research that

led to the development of several major cardiovascular drugs,


the ACE inhibitors enalapril and lisinopril and the HMG-CoA reductase

inhibitors lovastatin and simvastatin. Although Patchett retired last

year, he still plays an active role at Merck as a consultant.

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Leadership Trenton

Leadership Trenton, a new program to develop a network

of emerging civic leaders, is being developed by graduates of


New Jersey. Leadership New Jersey is a statewide leadership program

sponsored by The Partnership for New Jersey and by the John S. Watson

Institute for Public Policy at Thomas Edison State College.

Leadership Trenton will benefit the city by enlarging and


its network of well-informed, motivated civic leaders, who will, in

turn, put their skills to work on behalf of Trenton and of its


With support from The Fund for New Jersey and the Princeton

Area Community Foundation, the Leadership Trenton Committee has

begun the process of researching and designing a program that will

fit Trenton’s needs. Enrolling 25 to 40 Fellows each year, the program

curriculum will offer opportunities to explore and analyze major


confronting the city. A year-long series of seminars, simulations

and case studies will allow each Fellow to analyze, adopt a position

on and persuade others to take action on these issues.

The Leadership Program will be overseen by Nelida Valentin,

director of the Center for Leadership Development in the Watson


who brings 14 years of project management, training, staff


and corporate communication experience to this position.

The Partnership for New Jersey is an association of the chief


of many of New Jersey’s leading corporations and selected non-profit

institutions. It created Leadership New Jersey in 1986 to prepare

emerging civic leaders to act effectively on issues of statewide


to join a growing network of leadership that would span the state.

Graduates of the statewide program and The Partnership formed College

Leadership New Jersey, now in its 10th year, and began Leadership

Newark in 1977. Leadership Trenton will be the Partnership’s second

issues-based urban leadership development program.

For more information, or to nominate a candidate for the first


Trenton class, or to get involved in the initiative contact Valentin

at 609-777-4351 or E-mail

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