Heinrich’s How Tos

Katherine Kish: Be Ready When Opportunity Hits

NJAWBO Organizers

Kathleen Morolda

Lisa Harrah

Corrections or additions?

These articles by Michele Alperin, Catherine Moscarello, and

Vivian Fransen were prepared

for the January 31,

2001 edition of U.S. 1 Newspaper. All rights reserved.

Julia Heinrich, Woman in Science

Julia Heinrich envisions the Central Jersey Chapter

of the Association for Women in Science (CJC-AWIS) as a nurturing

environment for networking among women scientists. As immediate past

president of the organization and an early member, Heinrich is less

concerned with a gender-based analysis of the scientific workplace

than with making connections among the women who work within it.

Women need such an organization, says Heinrich, simply because they

constitute such a small percentage of the scientific workplace, and

"there is less opportunity to stumble across networking and


CJC-AWIS offers these women moral support, a place to "talk


a place to learn, and also, at times, a place to "discuss


as a woman." Heinrich’s emphasis is on the positive. "I don’t

want AWIS to be a time to vent or complain," she explains. "I

want it to be a resource for women."

For Heinrich, networking at AWIS has meant meeting people — in

universities and in industry — whom she would otherwise probably

not have encountered. "It is a way to feel different careers,

different options, and to meet different women and see their


says Heinrich. The organization also provides an opportunity,


for young women in academe to see what industry is like, when they

are deciding what path to take. She notes that networking at AWIS

is also important for women taking time off from work. "AWIS


an opportunity to meet in a friendly, scientific atmosphere,"

she says.

At the time of CJC-AWIS’ founding, Heinrich might best have

been characterized as a hanger-on, but positive feedback from the

CJC-AWIS audience and personal growth opportunities quickly won her

loyalty to the organization. The idea of establishing a local chapter

of AWIS was hatched among Heinrich’s female colleagues at American

Cyanamid. Physical proximity got her involved, as their ideas wafted

through her doorway. She admits that early on she was a bit wary and

attended meetings only to show support for her colleagues. "It

sounded good, but I was not that interested in an all-women’s


and the implication of it being a place to vent feelings."

But as she attended meetings, she found herself getting more involved

— making suggestions, writing grants, and then asking for


support. The first sponsorship, from American Cyanamid, came at her

initiative. "I phoned human resources, and they said, `Write a

letter.’" And she did — with success. Sponsors today include

BASF Corporation, Bristol-Myers Squibb Company, Wyeth-Ayerst


and Lab Support.

Having personally requested money from her employer, Heinrich felt

an increasing sense of obligation to maintain the health of the


"Once we got money," she says, "I felt responsible for

the group continuing. I wanted to update the sponsors and tell them

how their sponsorship was being used."

For the most part, Heinrich does not see the role of the local chapter

in terms of political agendas. "We don’t go after issues,"

she says. She sees issues of discrimination as more the prerogative

of the national AWIS organization, although she does post articles

about discrimination on the CJC-AWIS website.


Although research and lobbying is done at the national level, another

goal of CJC-AWIS is to increase the numbers of women in science.


of women are scared off by science," says Heinrich. But she feels

that early exposure can change incorrect perceptions. "The sooner

that girls are exposed to science and woman scientists, the sooner

that they realize there are opportunities in science and ones that

are kind of fun." When asked, CJC-AWIS provides speakers to talk

to girls about scientific careers, but, says Heinrich, "we don’t

have a formal mentoring program, because no one has time."

CJC-AWIS does offer an annual $500 award to a high school senior


to major in science. Up to 70 applicants compete each year by


an essay about their own relationship to science, and the corporate

sponsors provide the money.

Heinrich herself chose science "because science seemed a more

secure career and came more naturally" to her than her original

choices of art history and journalism. She also remembers, at age

18, being inspired by Eva Curie’s book about her mother, Madame Curie.

Heinrich was born in Israel, but when she was eight,

her father died, and she came to the United States for a one-year

visit with her aunt and uncle. Her older sister was first offered

the opportunity and refused, but Heinrich was ready; she says, "I

packed my bags. I always liked adventure."

The year extended into a lifetime in the United States. When Heinrich

graduated from Brown University in 1977 with a B.A. in biology, she

needed a job and a green card. She began working with Michael Czech

at Brown on insulin action, and then moved with him to the University

of Massachusetts.

After her green card came through, she studied insulin action at


Sloan-Kettering, an affiliate of Cornell, and earned her PhD. in 1989.

She worked on chemokines as a post-doctoral fellow at Bristol-Myers

Squibb and then moved to American Cyanamid in 1994. About two years

ago, her group, which works on steroid receptors, was transferred

to Wyeth-Ayerst as part of the American Cyanamid sale, and it joined

the neurobiology group.

When it comes to controversial gender questions, Heinrich does


certain difficulties for women in the scientific workplace. She has

strong opinions about the role of assertiveness, but she couches her

opinions in personal terms. "I don’t think it’s so much gender

issues as personal style," she explains.

Although she sees herself as being quite confident in her scientific

ability, she says, "I’m very cautious, and I think that’s not

interpreted well. Most people who are successful are assertive and

aggressive and will go after what they want very strongly —


it’s a man or a woman." However, with prompting, she admits that

often men will go after things more assertively. "Women often

want to test the water first, but then the ship has left."

Heinrich raises other issues with clear gender implications. At


she has noticed that often comments by men are acknowledged when the

same comment by a woman was ignored. Also, at scientific meetings,

speakers are disproportionately male. She is also concerned about

universities that have provided women professors with less space and

resources than their male colleagues.

Because there are more men than women in scientific environments,

Heinrich says, "it’s easy to be left out. There is a certain


between the men." In her own research group, she is the single

female PhD scientist working with three male PhDs. But to keep things

balanced, Heinrich adds, "I have worked for a woman, and it was

not a very empowering experience. It was a nightmare. I don’t think

she did anything to support women."

Whether for male or female scientists, the scientific work environment

is not always an easy one. But Heinrich believes that changes in


technology and subject matter are allowing greater integration of

the professional and the personal. "When I started in biochemistry

and started a purification, I had to be there 24 hours a day,"

she explains. But with the increased use of computers, it is now


to leave an experiment and come back to it.

Even with such flexibility in the scientific environment, science

continues to demand intense dedication from its devotees. In response

to a question about her personal life, Heinrich muses, "Personal

life? Unfortunately, most scientists who are really devoted are


And if you want a family, if you want a social life, in many ways

it is in conflict."

— Michele Alperin

Top Of Page
Heinrich’s How Tos

Julia Heinrich’s intimate experience with the early

development of CJC-AWIS has given her insight into what it takes to

create a successful association. She heartily recommends attending

the annual Community Works Workshop, set for Thursday, February 1,

at 5 p.m. at Princeton University’s Woodrow Wilson School. Cost: $25.

Reservations may still be available at 609-924-8652 or 609-924-4361.

These workshops focus on volunteering in nonprofit organizations.

"I have attended two," says Heinrich, "and have been on

the steering committee and found it to be full of useful


Her tips:

Decide on a yearly theme to which the year’s activities

can be related. Referring to this past year’s theme, "The Year

of Local Women Scientists," Heinrich says, "almost anything

can be related to anything, but it actually helped keep me


Heinrich gleaned this idea from a previous CJC-AWIS session on how

to conduct a meeting.

Pick speakers who are reliable. Use your board, audience,

and the Web to learn about a speaker’s track record. Reflecting on

her own mistakes, she advises that the program organizer be reachable

right up to meeting time. She says, "Get a cell phone; make sure

you know how to access your voice mail by telephone; and have a


program in case the speaker cancels at the last moment."

Encourage networking. Networking games help, because they

encourage people to share with strangers as well as to learn new


about friends and acquaintances.

Get to know your executive board members and volunteers.

Pick up immediately on suggestions and convert them quickly to defined

tasks. "Do not let issues of personal style get in the way."

— Michele Alperin

Top Of Page
Katherine Kish: Be Ready When Opportunity Hits

Author Harry Beckwith ends his latest book, "Selling

the Invisible," with an admonition to use the Collision Principle:

If you just are out and about, things happen." His recommendation

is — get out there, almost anywhere, let opportunity hit you.

That’s a favorite principle for Katherine Kish, the owner of


strategic marketing and development firm Market Entry, and a volunteer

extraordinaire who gives her time to everything from encouraging


women in Russia to matching area residents with handicaps to good

jobs to helping arrange for the installation of peace altars around

the world.

Kish bubbles with enthusiasm as she hits on highlights of her


activities. "It’s real important that you do stuff that tickles

your fancy," she says.

One such experience was a 1996 trip to Voronezh, a Russian city of

1 million people 400 miles southeast from Moscow. Traveling to the

little-known city under the auspices of U.S. Agency for International

Development, Kish shared expertise gained in her years as the owner

of a small business with the Russian women she says are the best hope

that country has of establishing a merchant business structure.

"I think Russian women are wonderful," Kish observes.


are holding the country together." She keeps in touch with many

of the women she met on that trip via E-mail.

Another of the causes about which Kish is passionate also has a


connection, and she came to it through none other than the Collision

Principle. "I was brought in on the Nakishima Foundation because

of my interest in Russia," she says of her involvement with the

group formed to carry out the vision of artist and sculptor George


Nakashima saw a magnificent, tall tree, Kish recounts, and formed

the idea of fashioning a series of great altars from such trees,


them all around the world as Peace Altars. Now deceased, Nakashima’s

work is being carried on by his daughter, Mira N Yarnall, and by


like Kish.

"The third altar had a marvelous journey over the last year,"

she says. "It traveled to Moscow via the Hague and had all kinds

of exciting adventures. It was so big that they had to open an 18th

Century door to get this huge table in through an exterior wall of

the National Academy of Art."

While her interests are as expansive as the world peace altars, Kish

also takes on nitty gritty issues like improved technology for the

Chamber of Commerce for the Princeton Area. As chair last year, only

the fourth woman to serve in that position in 40 years, one of Kish’s

focuses was improving the organization’s website and upgrading its

computer network.

"Technology is so important," she says, explaining that it

lets an organization coordinate scores of programs and activities

and hundreds of volunteers in a time-efficient manner


During her tenure as chamber chair, Kish also worked at funneling

members’ open jobs to area residents who most need work. "Small

businesses don’t have time to call a lot of agencies," she says.

"We asked our members to call the chamber with their job


In a win-win plan, members who need workers are connected with


working with individuals in need of employment.

In another "collision," Kish became interested in workforce

issues in inner city areas and among handicapped individuals through

work with a client, Jack Canfield, author of the Chicken Soup books

and founder of the Foundation for Self-Esteem. "Yes, yes,"

Kish says, "it sounds so obvious." But, she became convinced,

a lack of self-esteem is indeed an important factor in


in school and in difficulties in starting a career. She put Canfield’s

organization in touch with Mercer Street Friends, where his program

is in place.

Extending a helping hand in yet another direction, Kish is


excited about Princeton Future, an initiative that seeks to shape

the future of that community. In yet another "collision,"

Kish became involved as a result of the work of Reeves Hicks, a


fellow member of the Princeton Chamber. Hicks, after obtaining funding

from the Foundation for Free Enterprise, of which Kish is a trustee,

spearheaded a project that took a look at future options for


Kish is exploring options for Princeton’s business community.


is the business future of the town?" is the question Kish says

she is investigating. "It’s so exciting," she says after


part in meetings where area residents were shown images of what the

town could look like given varied placements of new structures and

plantings. "We can shape our environment."

Kish is doing her share to shape many dimensions of the environment.

But how does she find time for it all? Time is significant in


Kish says, not only for her, but for every organization that relies

on volunteers.

"People are so pressed," she says. "You see people running

faster and faster." At the same time, she has observed that


are not as willing to fund community good work as such. "There

has to be a marketing payoff," she says of the corporate attitude.

One effect is that "you’re not seeing the middle managers who

used to volunteer as part of their jobs. Everyone," Kish says,

"is going back to the same well" in search of organizers and


Kish says one key to her ability to serve so many volunteer


is technology. "With E-mail and voicemail, you don’t always have

to be together to make things happen," she explains.

Born in Mississippi and raised in Ohio, Kish is the daughter of a

family physician and a social worker. She majored in history at


College in Pennsylvania, did graduate work at Williams and the


of Hawaii and earned a master’s degree in education from Antioch.

She taught history and world cultures before landing marketing jobs

with NBC, Singer, and Harcourt Brace.

Kish started her business, which helps clients manage

all kinds of change, including starting a venture or repositioning

a product, in Boston in 1982. "Then," says Kish, "I fell

in love." William Kraft, the object of her affections and now

her husband and the father of her son, William Kraft III, was offered

a job in Princeton in 1983, so Kish transplanted her new venture to


"My job is to help clients by giving them a dose of


says Kish. "I challenge gheir basic assumptions about the shape

and size of their operations and help them determine if their products

or services fall in line with what the market really needs. Sometimes

business leaders come to me with a temporary euphoria about their

new product or service. I help facilitate the thinking, serving as

sort of a corporate shrink."

Applying the same pragmatism to volunteering, Kish offers the


advice on becoming involved in community and professional


Do something you believe in. Kish chooses groups that

have a special meaning to her. "You have to care about the mission

and goals of the organization and feel good about it," says Kish.

Spread your wings. Kish has discovered that participating

in various groups has several benefits. "It’s a good way for


to get to know you," says Kish. "People see your work style

in action, which increases one’s comfort level and trust in you. Even

though you may never talk about your business while working with


in putting on a pancake breakfast, trust does develop," adding

that all business relationships must be based on trust.

Reach out to others. "As more small businesses


people are working independently," observes Kish. In particular,

she believes that women are by nature social and gregarious creatures

who benefit from the advice, comfort, and linkages with others. She

sees Chamber meetings as offering opportunities to congregate with

other business leaders at "a larger water cooler."

Keep learning. Kish believes we all need the stimulation

of "fresh faces and fresh ideas to sweep out the cobwebs."

The interactions and training available through groups are especially

helpful for those who want to further develop their skills.

Watch the frazzle factor. Kish cautions people not to

stretch themselves too thin. "There needs to be a unifying concept

to what you do," says Kish.

Although Kish confesses that her involvement in various groups

is motivated by reasons beyond networking alone, she can comment on

the impact of these activities on her business: "Associations

give me the opportunity to test concepts, as well as develop and


leadership skills, in a comfortable setting."

She recalls that while working with NBC, her supervisor encouraged

her to learn the broadcasting industry by joining her first trade

association. "It was non-threatening and the contacts and


there were all beneficial," adds Kish. She also notes that making

a mistake with an association usually does not cost the entire group,

which may not be true if you made the same mistake in your own


"Perhaps it’s the teacher in me that inspires me to keep learning

and encourages others," says Kish. "Getting involved with

different groups is a logical step . . . to widen your circle."

— Vivian Fransen

Top Of Page
NJAWBO Organizers

When the nearly 1,000 members of the New Jersey


of Women in Business (NJAWBO) convene at the Doral Forrestal


Center from Wednesday, April 25, through Friday April 27, two Mercer

County businesswomen will breathe a shared sigh of relief. Co-chairs

Lisa Harrah of Harrah & Associates and Kathleen Maguire Morolda of

Cranbury Station Art Gallery are elbow-deep in running their


and bringing together an annual meeting for their associates’ first

visit to the Mercer County area.

Their plan is to showcase the region, local merchants and the talents

of members in the Mercer chapter of NJAWBO, tying into the proximity

and resources of Princeton University. NJAWBO was incorporated in

1978 and lays claim to being the largest statewide women business

owners’ organization in the United States.

Focusing on the theme "Learning to Earn," Harrah says that

every attendee can look forward to walking away with the techniques

or tools necessary to earn more and to help her business grow. This

year, especially, workshops will guide those businesswomen who are

ready to sell or pass on their already developed businesses. The


is open to non-members of NJAWBO as well as members. Registration

information is available on the website www.njawbo.org (732-560-9607).

While they are putting together the components of a successful


conference, each woman has had to cope with the stress of keeping

her own business viable and reacting to the personal challenges of

raising a family. Both have risen to the occasion.

Top Of Page
Kathleen Morolda

Her youngest child was just a year old and she also

had a six-year-old and a four-year-old when Kathleen Morolda decided

to open Cranbury Station Art Gallery in an old blacksmith shop near

her home in Cranbury. That was 17 years ago: "I must have been


The new business grew fast and Morolda says she was fortunate to


have good help. "I tried keeping Zachary close at hand in a crib

upstairs at the gallery. But he would wake up when customers came

in and I was always picking up toys that he threw down, so I hired

a babysitter to take care of him at the house. I became a stay-at-home

mom who also worked. My kids learned to help out at very early ages,

doing simple tasks like recycling cardboard."

Morolda’s business flourished as it attracted several corporate


and retail customers. The Woodbridge native relied on knowledge she

acquired from an associate degree in business and by taking art


on her own. She now owns three galleries: the original location in

Cranbury, one on Palmer Square that opened 10 years after the first,

and the newest gallery at 353 George Road, Dayton (609-655-1193).

Morolda’s father always encouraged her to take business courses, even

though her first love was painting. "Dad was in the advertising

business and he warned me that job postings for artists brought people

standing in lines for interviews. The jobs requiring business


skills often went begging."

For the first 10 years, while her gallery was thriving, Morolda didn’t

display her own artwork. "My husband had the `real’ job and I

only thought of my painting as a way to relax, to wind down when I

had some free time."

But Morolda showed one of her paintings to a designer who was


a corporate customer’s building. The designer snapped it up and that

broke the ice. "I`m really sorry that I waited so long."

Because of her numerous contacts with art distributors, Morolda was

able to find a publisher who took 24 of her works to print. "I

still feel amazed by the reception my work gets. Just recently, I

was speaking with an advertising rep from a newspaper and a customer

came in and bought one of my paintings. That wasn’t what impressed

me. Instead, I was astonished to see my work printed in the newspaper


Morolda credits her parents with fostering both her artistic and


skills. "Dad dealt constantly with artists and he knew a lot about

silk-screening. He also had a flair for being creative with words.

My mom was a nurse but she always wanted her own business. She had

a part-time job in a gift store at Menlo Mall when she was older.

She was always looking for a business opportunity that would combine

her love of crafts and her responsibilities as a wife and mother.

I opened my first gallery before she died and she would have been

so proud of how that first idea grew to three separate locations."

Rounding out Morolda’s home team — they now have a fourth child,

Nicholas — is her husband, Nick. "He’s the practical one.

He keeps up with important things like knowing when the taxes are

due and managing the details of the business."

Working with co-chair, Lisa Harrah, has been one of the big paybacks

for volunteering to work on NJAWBO’s annual meeting. "I could

never do this by myself. We’ve come up with a lot of good ideas for

the convention. But before we can implement them, we have to answer

to the state association and that can be frustrating at times. The

good side of it all that is I’m forced to keep to a schedule and keep

up on my planning skills."

Morolda maintains membership in the Cranbury Business Association

and serves on the board of the Borough Merchants of Princeton but

limits her association activity to the Mercer chapter of NJAWBO, where

she has been a member for two years. "I am constantly amazed by

this group. Lisa and I have had so much help from people who really

don’t get the credit for all their hard work."

Top Of Page
Lisa Harrah

Lisa Harrah works alongside her husband, Scott, who

is president of Harrah & Associates, an independent insurance agency

on Nottingham Way (www.harrah-assoc.com, 609-587-8030). "I started

as a salesperson, part time, after my now six-year old twin sons were

born and I soon learned that I loved this business." A finance

degree from St. John’s University and an MBA from Rider prepared


for what originally started out as a career in banking. A native of

Flushing, Queens, Harrah worked for Chemical Bank in New York and

New Jersey and then in retail banking.

"I had lots of business contacts in New York and North Jersey

but I found that I needed to know people in this area. That’s how

I first got started with NJAWBO. Most of my peers in the insurance

industry, even today, are male. There might be only three women out

of a gathering of 150 heads of agencies. NJAWBO helped me overcome

the frustration and loneliness of being so often the sole female in

my field. I feel very comfortable with this group."

When Harrah returns each day to her Yardley home, she’s glad to talk

with her husband about non-business related matters. "Even though

we see each other every day at work, we hardly get time to talk. And

we make it a point to avoid talking about work when we are away from


Does such daily interaction help or hinder? "Scott and I are so

opposite that it helps us work together because we bring different

insights to the same issues. It helps us find the middle ground."

Harrah has opened the eyes of other members of this family-owned


as well as those of her husband. "My mom wasn’t a businesswoman

but she always concentrated on letting me know I could do anything.

My husband is constantly amazed at my level of self-confidence. My

father-in-law often says that he can’t believe he never considered

an opportunity for his wife to be more involved in the business


handling the clerical work."

— Catherine Moscarello

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