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Published in U.S. 1 Newspaper on March 29, 2000. All rights reserved.
Marketing Yourself: Jane McAllister
Here’s a piece of advice for all those who dream of
becoming president or CEO one day: return phone calls.
Jane McAllister, partner with Heidrick and Struggles, one of
the world’s top-ranked executive search firms, looks for responsiveness
in the people she’s after, as well as the people she has to go through
to get them. "It is easier for us to get through to CEOs often
than it is more junior people," she says. "Why? Because people
who are CEOs are CEOs because they realize the importance of benchmarking
Although a big player in the placement of Internet start-up executives,
Heidrick and Struggles, based on Logan Square in Philadelphia, also
has many nonprofit clients. It recently found a director for the San
Diego Museum of Art and Carnegie Foundation, and is currently searching
for a CEO of Global Tutor, an online provider of tutorial services
in global education. McAllister speaks on using the executive search
firm to build your career at the Women in Development meeting on Tuesday,
April 4, at noon at Recording for the Blind and Dyslexic on Roszel
Road. Call 609-688-0300. Free.
People tend to think executive search firms only want to deal with
the high-powered executives, but nothing could be further from the
truth. The key is to recognize your role as it relates to the headhunter,
says McAllister. "We all keep very extensive databases on people
and there’s nothing better in your career than its saying you were
a helpful source," she says. "Work with us. The odds are much
better that you’ll know what’s available in the marketplace if you
are in our call list as a source. The trick is to behave in such a
way when you’re not a job seeker as you want to be known when you
are a job seeker."
That’s how McAllister got her own job. "When I do a search in
pharmaceuticals, I bring 16 years of real pharmaceutical experience,"
she says. With an MBA from Wharton, and an undergraduate degree from
University of Pennsylvania, Class of 1974, McAllister worked at SmithKline
Beecham in product management roles, and after the merger, rose to
vice president of corporate development and planning, and later worked
Hunting for the best executive-level people is like putting together
a big puzzle, says McAllister. "We have a lot of dedicated resources
that map the world," she says. "If we say it’s a consumer
products orientation, we want someone who has entrepreneur experience,
and someone who has interfaced with Wall Street and has been credible,
then we go out and find people who fit the bill."
"I think the key thing on this is to think of yourself as something
you are marketing," she says. "If you’re thinking that in
the next three or five years you’ll launch yourself, you should start
positioning yourself now."
If economic and technological changes over the last
40 years can knock blue chip companies like Sears off of the stock
exchange, it can certainly shake down local businesses in far less
time. That’s why it’s important to constantly re-evaluate your business
strategy, says Carlo Maldonado, a representative of the Middlesex
Small Business Development Center (732-745-5836). "Look at the
separation of AT&T and Lucent — that’s how they addressed the
high-technology end of the business, and actually the spin-off has
fared better than the parent company," he says. "Those same
concepts apply to small business. Small business owners need to sit
down and plan, look at what’s going on in their industry. A lot of
people overlook reviewing their own history and what has made them
succeed this far."
Maldonado presents "Is Your Business Doing Good, But Not Great?,"
at the Middlesex Chamber meeting on Thursday, April 6, at 7:30 a.m.
Call 732-821-1700. Cost: $30.
With a degree in accounting from the University of Puerto Rico, Class
of 1965, Maldonado started out in the manufacturing business, producing
computer paper, and has been helping people in Central New Jersey
create business plans and deal with unexpected problems for the past
10 years with the SBDC.
His advice to business owners:
of the needs of the area, which are changing because of the increase
in population and businesses.
evolves and adjustments need to be made," says Maldonado, "but
the adjustments don’t need to be as major as when you plan ahead."
changes that have taken place in the economy or technology," says
Maldonado. "Businesses often have to reinvent themselves in order
What your phone bill looks like in a year could be determined
next Thursday, April 6, when the New Jersey Technology Council hosts
"Connecting the Last Mile," a conference and networking event
for companies sparring in the telecommunications arena at the Sarnoff
The "Last Mile" describes the distance between the telephone
in your home or office and the switching system — the service
that controls your basic dial tone. The monopoly on that service was
broken by the Telecommunications Act of 1996, which has big telecommunications
companies as well as new Internet start-ups scrambling to offer the
most attractive array of services and features to consumers, says
Kristin Baumgartner, regional manager of Cisco Systems in
Malvern, Pennsylvania, and moderator of the conference.
"The last mile technologies are not so confined to one provider,"
she says. "People are getting very creative about how they price
and package the service. The choices involve different types of technology
and how they can get to your home. It’s taking the existing wire line
and giving it different functionality. The wire line offers voice
services, dial-up, but that same set of wires can be used for DSL,
and that is a broadband service that provides a much higher speed
service. Then there’s also cable modem — a very high speed connection.
Our speakers will be outlining those choices, and educating each other."
One day soon, Internet service, wireless phone, and land line charges
could very well be all on one bill.
Former president Ronald Reagan’s struggle with Alzheimer’s
Disease has brought this illness to the forefront of public attention.
For both professionals in the health field and for laypersons, Jan
McCurdy and Barbara Bristow
Route 31 in Pennington, are giving workshops in early April.
At a free session on Thursday, April 6, at 6 p.m. at the Marriott,
sponsored by Windrows at Forrestal, McCurdy and Bristow will answer
laypeople’s questions about alternatives for those who are touched
by this disease. In a panel discussion entitled "Understanding
Your Aging Parent," they will focus on how to engage one’s parents
in a constructive discussion of such issues as driving, complying
with doctor’s orders, finances, and home maintenance. Refreshments
will be served, and the session is free by reservation. Call 609-514-0001.
McCurdy and Bristow also will give a panel, "Issues in the Middle
Stage of Alzheimer’s Disease: where do you go from here?" at the
statewide conference on Alzheimer’s Disease on Wednesday, April 12,
from 8 a.m. to 4 p.m. at the Marriott. The theme of this conference
is "Expanding Horizons in the Community of Care," and it costs
$90. Janssen Pharmaceutica Research Foundation is the major sponsor
of the annual event. Call the Central Jersey Alzheimer’s Association,
Senior Care Management, a 10-year-old company, does assessments, case
management, and home care for older adults, and dementia is one of
its specialties. With three full-time social workers, a nurse consultant,
and 30 home health aids, it has 80 clients — half with the state
and half private.
In the middle stage, says McCurdy, there is often denial on the part
of the family. "We suggest the family have a multi disciplinary
assessment at the University of Medicine and Dentistry of New Jersey.
It is very powerful when a group of people — social worker, a
psychiatrist, a neurologist, all experts in geriatrics and dementia
— do testing and medical evaluation and sit down to talk with
the family and the older person."
Ethical issues can present difficult legal problems of whether to
appoint a guardianship or grant power of attorney: Is the person competent?
Can they make their own decisions? When does the family have to step
in. Are they competent in some areas but not in others — they
can’t manage a check book, for example, but can make decisions about
One zinger: When the elder person has a doctor’s examination, the
doctor is legally bound to contact the Division of Motor Vehicles
if the doctor thinks the person is not capable of driving.
"Alzheimer’s Disease Through the Many Faces of Harold," will
be the keynote topic for Daniel D. Christensen MD of the University
of Utah at the April 12 professional conference. Sam Fazio,
of the national association, will lead a plenary session on the title
of his recent book, "Rethinking Alzheimer’s Care."
Among the Princeton-area presenters are Jeffrey T. Apter and
Patricia Collins Kirchner, medical director and research nurse
of Princeton Biomedical Research, based on Bunn Drive, who will discuss
"When Medication is Needed: What Works and What Doesn’t."
Also Rona Myth Henryd, program officer of the Robert Wood Johnson
Foundation on College Road, will cover "Effective Marketing of
Adult Day Service Programs."
Other workshop topics will include "The Ins and Outs of Environmental
Design," "Using Technology to Help Alzheimer Caregivers,"
and "Creating a Successful Activity-Based Care Team." Paul
R. Solomon, psychology professor at Williams, will tell about his
new identification tool, the 7 Minute Screen.
The luncheon speaker is Reverend Willie J. Smith, associate editorial
page editor of the Times of Trenton, who will describe his family’s
journey with Alzheimer’s disease.
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