VIEW FROM THE LAB BENCH 

1. Give short notice: make sure no one knows when the meeting is.
2. Introduce diffuse topics: Words like "progress" and "status" are super helpful.
3. Create a big tent: let's spend time talking about whatever we want!
4. Have unreadable slides: Tiny font on that structure? That's okay, everyone knows what molecule XYZ-5309 looks like.
5. Be uncomfortably direct: Hasn't it been a week since we've complained about the HPLC again? Go for it!
6. Enjoy your time: Let's take a ten-minute break here.
7. Focus on the tiny unimportant details: Hey, it's important to know where that proton of the proton transfer comes from.
8. Use lots of acronyms: XYZ-5309? Oh, it's just the methyl version of 9610 on the RTRX project.
9. Make it personal: Don't like a coworker? Then it's time to ask him embarrassing questions.
10. Don't provide deadlines: let's make sure this meeting is as long as it needs to be.

Chemjobber is a working chemist in industry; he writes a blog on employment in chemistry at chemjobber.blogspot.com.

CONSULTING TIP OF THE MONTH 

Six Proven Ways to Market Your Services

Perhaps the most difficult aspect of consulting is marketing your services.  For the fortunate few, the work may come in plentiful quantities with little convincing.  But for the rest, the challenge is to overcome that "marketing hill".  The culture among scientists and engineers discourages "blowing your own horn". However, if you wait for clients to come to you, you may not get much consulting work. So, what marketing activities should you do?

Surveys done by the Chemical Consultants Network (CCN), articles, books and presentations by consulting experts have narrowed down the six marketing activities that can help you create a successful consulting practice:

Do a Self Analysis.  Think through what you are good at.  Why would someone hire you as a consultant?  Who are your potential clients? 

Personal Networking.  Stay in touch with professional contacts.  Actively participate in organizations such as ACS, AIChE, CCN, business associations, church groups, etc.  Nothing works better than personal contacts and relationships.

Maximize Internet Networking. Get a webpage and make sure you can be found via online search engines, by including the jargon and acronyms synonymous with your specialties.  LinkedIn.com is probably the most effective social network for finding opportunities and getting found by clients.  Be sure to link with groups in your specialties, and other networks such as the Chemical Consultants Network LinkedIn group, your alumni association, as well as with individuals.

Provide Good Literature. Start with a good résumé.  Many clients will not even interview a consultant until they see his/her résumé.  Next month's article in The Distillate will explore this topic in more detail.  And of course, just as in employment searches, your résumé should be accompanied by a cover letter specific to the client's need.  Finally, while the traditional tri-fold mailer may be passé, a good business card is always helpful.

Get Published and Give Presentations.  Books, articles in professional publications, talks, seminars, courses, all are ways to establish your "brand", that is, get known for your expertise.

Join Networking Organizations.  Such as CCN, The CECON Group, Experts.com, ACS, and many others. 

These points and more will be highlighted in an upcoming free ACS Webinar on resources for consultants, on March 3rd, 2-3pm ET. You might also want to listen to an archived webinar on how to create a successful consulting practice.

William C. Golton, Ph.D. is with Chemical Consultants Network and a (ret.) executive at The CECON Group. This monthly tip is brought to you in collaboration with the Chemical Consultants Network. Stay tuned for next month's tip on how to create a great resume tailored for consultants.

Email us your consulting questions or tips you would like us to cover in future issues.

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VIEW FROM THE MARKETPLACE   

Where are We on Sustainability and the Business of Green Chemistry.

The chemical industry has embraced green chemistry as a key strategic element of its sustainability strategy.  Much has been written about new 'green chemistry' products and processes based on sustainable technologies that are 'designed to reduce or eliminate the use or generation of hazardous substances' with the goal to increase competitiveness.  

All this could be descriptively summarized as the 'business of green chemistry'.  Along this line, many questions remain on the minds of senior executives in both upstream and downstream businesses. The answers to these questions will shape the future direction, investment, and ultimately the profitability of the emerging business of green chemistry. 

As an example, BASF is embracing the business of green chemistry by collaborating with its customers in downstream industries through The Sustainability Consortium.  By openly collaborating throughout the value chain, and by conducting numerous thorough life cycle analyses, the chemical industry can clearly demonstrate the value it can bring to the sustainability strategies of its customers, and their customers, especially through new 'green chemistry' products and processes.

Want to learn more about how companies can monetize the benefits of 'Green Chemistry'? Upcoming Luncheon and Webcast meeting:  http://tinyurl.com/cme-mar11   

James M. Weatherall is with Weatherall Group LLC and the Chemical Marketing & Economics Group, ACS-NY Section.

You may also like to watch: Do Sustainability Business and Chemistry Skills have to be like Oil & Water? 

Email us marketplace topics would like us to cover in future issues.

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SCHOLARSHIP AVAILABLE to advance your career! 

• Strategic Planning
• Engaging Colleagues in Dialogue
• Coaching and Feedback
• Leading Without Authority
• Leading Change

Finding the right job is always challenging, but even more so in the current job market.  That's why the Career Fair offers so much value if you're searching for a job. At the Fair you'll be able to interview and network with employers, as well as meet with a personal career consultant who will help you plan your job search, improve your resume, and practice interview skills. Free workshops are also available providing valuable job tips. Registration is now open at www.acs.org/careerfair.

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• March 3, 2011 - Chemical Marketing & Economics Group presents panel discussion "Making Green with Green Chemistry" moderated by Doris De Guzman, Senior 'Green Chemistry' Editor, ICIS Chemical Business, and Neil A. Burns, Principal, Neil A. Burns LLC.

• March 27-31, 2011 - Spring 2011 ACS National Meetings and Exposition in Anaheim,CA. Registration and housing is now open. 

• June 19-22, 2011 - 85th ACS Colloid and Surfaces Symposium, Montreal, Quebec, Canada

• Jun 21-23, 2011 - 15th Annual Green Chemistry & Engineering Conference + 5th International Conference on Green and Sustainable Chemistry, Washington, DC.   

Congratulations to Harry Garber of New York State Police Forensic Investigation Center and Sherman Cox of Specialty Minerals for the correct answer to last month's challenging quote contest "10% of what I say is true. You have to worry about the other 90%" by William G. Fateley. Winners were randomly selected from all the correct entries received and will receive an ACS lapel pin. Thank you to all who entered the contest.