acs djs consulting presentation 08 19 2012
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DJS Consulting The Center for Compliance Focus
Exploiting Your Niche: Identifying and Marketing your Expertise
August 19, 2012
Daniel Spandau, President
DJS Consulting Inc.
DJS Consulting The Center for Compliance Focus
Daniel SpandauDan Spandau is President and Senior Consulting Partner with DJS Consulting, Inc. He has beenworking in the environmental field for over 30 years and has worked specifically with thepetroleum industry since the late 80’s. His work has been focused in the storage of petroleumproducts, regulatory representation, evaluation of risk transfer instruments, environmentalremediation, audits, training, and the design and implementation of management systems to helpmonitor regulatory compliance practices.
Dan has a degree in Chemistry and an MBA with a focus in Information Management. He spent 10years working with the EPA and the Department of Energy developing instruments to monitorEnvironmental Pollutants.
In 1988, Dan started a commercial environmental laboratory for a Pump and Tank contractor in theNortheast. As an executive member of the staff, he helped expand the business into a nationalfirm that offered Engineering, Permitting, Construction, Maintenance, and Environmental servicesto Petroleum Retail Marketers and Distributors. Dan has been an independent consultant since2001.
Dan’s focus over the last 11 years has been assisting Petroleum Marketers and Distributors,Environmental Law Firms and Real Estate Investment Firms deal with regulatory changes byhelping them evaluate, design and implement programs to streamline regulatory compliance.New product developments incorporate data collection and analysis to identify trends in businessand target areas to minimize expenses and boost business profits.
DJS Consulting The Center for Compliance Focus
Identify your Business
Past, Present and Future
Lessons learned
Continuous improvement
Innovation – application of skill
sets
DJS Consulting The Center for Compliance Focus
Research Chemist Management DJS Consulting
20011988
• New Grad
• Loved my work
• Dynamic environment
• Continuous learning
• Need PhD to advance
• Low Pay
Driving Forces• Start a family
• Loved my work
• Dynamic environment
• Continuous learning
• Gravitated to MBA
• Good Pay
• Really long hours
• Lots of stress
• Time with my family
• Loved my work
• Dynamic environment
• Continuous learning
• Focus my profession
• Limited management
• Good Pay
20121977
**Critical Educational Choice
$$
DJS Consulting The Center for Compliance Focus
Research Chemist Management DJS Consulting
20011988
Skill Focus
20121977
Scientific
Research
Writing
Presentation
Technology
Management
Marketing < 2%
< 5%
< 5%
< 20%
< 10%
< 10%
< 50%< 50% < 50%
< 50%< 50%
> 50%
> 70%
< 50%
< 50%
DJS Consulting The Center for Compliance Focus
Research Chemist Management DJS Consulting
20011988
Skill Components
20121977
Science
Research
Writing
Presentation
Technology
Management
Marketing
Analytical Chemistry
Environmental Chemistry
New Products***
Analytical Chemistry
Environmental Chemistry
New Products***
Field experiments
Product testing
New Products***
Project
Client
Project
Client
Personnel
Project
Technology Transfer Products and Services Products and Services
Research Grants
Publications
Statement of Qualifications
Procedures
Business Publications
Statement of Qualifications
Association Presentations
Business Publications
Computers
Instrument Development
Formulations
Computers
Commercial Instruments
Procedure Development
Computers
Data Collection
Procedure Development
DJS Consulting The Center for Compliance Focus
Who Am I?
I am a company that….
fills my client needs because I listen to them and determine how my skill set can solve one of their current issues
is a project driven entity
exploits the information I collect to develop profitable opportunities for my client
is always trying to use technology to enhance productivity for my client
believes that information is power
continues to explore and invest time and money into new opportunities
©2009 HŪMDEV, LLC
DJS Consulting The Center for Compliance Focus
Predicted vs. Actual
DJS Consulting The Center for Compliance Focus
Who am I not?
I am not a company that…
can afford to be satisfied with what I have developed.
can slide back into my historic comfort zone of expertise. If I can replace that expertise with better people at a cheaper price, I have to do it.
waits for clients to come to me. Even though most of my clients are generated through recommendations, I continually develop marketing strategies to entice new clients to use my services.
without a short, medium and long term plan. Each may change radically over time, but I always have some general direction to keep me focused on a goal.
©2009 HŪMDEV, LLC
DJS Consulting The Center for Compliance Focus
Who Are You?
You need to identify your critical expertise and all of the possibilities.
Be an excellent listener/investigator to determine how your expertise can improve your client’s business.
You need to market yourself.
You need to understand and evaluate the cost of doing business.
You need to know how to negotiate a fair deal.
DJS Consulting The Center for Compliance Focus
It works great
...but is that what the client wanted?
DJS Consulting The Center for Compliance Focus
Never Stop….Identifying Who You Are
Know your strengths
More important – know you weaknesses
Create a niche
Don’t reinvent the wheel – surround yourself with experts
Networking
Local, Regional, National, International
Blogs, Teleconferences, Presentations, Articles, Books
Short, Medium and Long Term Investments
Listening To Your Customer
Identify their needs
Help solve their problems
Create a product/service
Funding New Ideas
With both your time and money
DJS Consulting The Center for Compliance Focus
Under-Selling
Tough economic times will always require more product for a better value
The Buyer has the advantage
Not always – some companies still want the best, and in many instances will pay a higher premium
There are a range of clients (understand your competition)
High volume/ Lower price
Lower volume / Higher price
DJS Consulting The Center for Compliance Focus
A ListAll businesses need time
Cash, stamina, positivity and a willingness to do whatever it takes
All businesses are high risk
No paychecks, leverage, ability to deal with lots of change and adjust
All businesses need a plan and ongoing plan reviews
Initial plan, customer input, marketing, research and more…..
All business owners need a mentor and supporters
You need input, advice (product and business), and you can’t do it alone
All businesses need to understand their strengths and competitive advantages
What is your specialty, what differentiates you
All business need to understand their competition and market
Clients, type of product/service, pricing
Is it time to grow your business Or
Half your customers and double your price
DJS Consulting The Center for Compliance Focus
Teamwork
Big Company
Consultant
Payday
DJS Consulting The Center for Compliance Focus
Some final
thoughts…Execution not implementation
Fast and nimble
Clients become friends
Friends help you get clients
Big companies are eliminating expenses
Consultants fill in the gaps
DJS Consulting The Center for Compliance Focus
Abstract244th ACS National Meeting, Philadelphia, PA, Sunday August 19th 2012, 9:20 AM
Document ID: 12022
Program Area: SCHB: Division of Small Chemical Businesses
Symposium Title: (SCHB001) True Stories of Success and Best Practices from Chemical
Entrepreneurs
Author: Daniel J Spandau1 , 22258 Waterside Dr., Boca Raton, Florida, 33428, United States , 561-239-0090,
dspandau@officerx.biz
Title: Exploiting your niche: Identifying and marketing your expertise
Every professional has developed a set of expertise. A successful business entrepreneur needs to identify and market these skills. Determining what your value added is to a specific industry is the key to maintaining strong business relationships. A business or consulting practice grows by finding out how to address client needs. This presentation will explore how a consulting firm can exploit this process to gain a successful client niche service. Services need to be identified, refined and successfully marketed to a set of potential clients. Critical to the continued success is the constant review of what you have to offer and how to get this information to potential clients.
DJS Consulting The Center for Compliance Focus
More InformationDaniel Spandau
DJS Consulting Inc.
22258 Waterside Dr.
Boca Raton, FL 33428
Email: dspandau@officerx.biz
Direct Line: (561) 239-0090
DJS Consulting The Center for Compliance Focus
Lessons from the
LinksPlayers on the golf course must battle the course and conditions in order to succeed. While a caddy might lend a hand carrying the load, individuals must rely on their own strengths to accomplish goals. Business is also a singular endeavor, and owners and managers must battle market conditions, competitors, and unexpected challenges. To succeed, a business must hire the right people, invest in the right training, and deliver world-class customer service. Golfer and business owner Elizabeth knows these lessons well; hoping to help her friend Matt, she teaches him the lessons she's learned over a friendly game of golf. What ensues is a detailed tutorial on how to successfully operate a business. As Matt plays each hole, he learns why vision is so important in reaching goals, how to clearly articulate an end game, ways to avoid hazards and how to escape them, and many other lessons from the golf course. If business owners managed their businesses the way professional golfers play the game, they will find themselves more successful and more profitable--and they'll have more fun in the bargain! Find out how to succeed in business with Lessons from the Links Lessons from the Links : Managing Business Like the Pros by Elly Valas
Business Lessons from the Links Track(s): PEI Workshops Add to Calendar Sunday, October 2 | 9:15 AM to 10:00 AM Location: S103 A Page Content Presented by Mark Mayberry If business people ran their businesses the way Phil Mickelson plays golf, they would all be wearing green jackets! Much like golf, running a successful business has a mental aspect. You battle market conditions, competitors and unexpected challenges. Find out how to succeed in business by following rules the pros use on the course.
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