Inside this issue...
Articles
New state plan challenges
old ways to foster new growth 1
Common goals but
different game plans
1
Chip’s Tips
All RFPs are not created equal 2
In the Trenches
Nonprofits learn how to
tell their story
7
April 2012 • Issue 4 / Volume 4
New state plan challenges old ways to foster new growth
By Michael Daigle
New Jersey’s landscape is marked by places of great beauty, clusters of vibrant town and
urban centers and unique neighborhoods, rivers, bays and parks and a crisscrossing web
of transportation.
The state also is pock-marked by abandoned buildings, office parks and shopping
centers, marred in some areas by industrial waste, and ruined neighborhoods.
Both can be seen as byproducts of a lack of strategic, regional land-use planning that
over the past four decades resulted in Greenfield, sprawling development and relocation
instead of reassessment, redevelopment and reuse.
That model is now being changed, according to state planners.
The new state plan will “address 21st-century trends and market realities and that
balance economic prosperity, physical development, resource conservation, and quality of
life in a way that can transcend future changing dynamics,” the plan’s executive summary
states.
The result is a redirected State Strategic Plan, or State Development & Redevelopment
Plan, that is based on existing conditions and economic growth forecasts and which is
expected to be more responsive to local needs, according to state officials. It also is
designed to provide a framework for supporting growth of key economic sectors, balance
growth and development with land and resource preservation, promote affordable
housing and revitalize older suburban and urban centers.
“New Jersey struggles with high costs and unpredictability for development even in
smart locations,” the executive summary states. “This creates higher financial and risk
barriers relative to other states. Its policies for physical and economic growth have
contributed to limiting options for existing businesses and residents to stay here and
prosper. This paradigm is not sustainable and requires a new, strategic approach to
planning for the state’s future.”
“The old plan was about growth management,” said Gerard Scharfenberger, acting
director of the state Office of Planning Advocacy, which oversees state planning. “The
new plan is about economic growth forecasting. The old plan assumed that growth must
be stopped while the new plan considers the infrastructure conditions as they exist.”
The new plan is considerably shorter – 41 pages compared to more than 350 pages
– but that is not indicative of a lack of completeness, according to Scharfenberger. The
length is more a reflection of the “bottoms-up” nature of the plan, as opposed to the
“top-down” approach taken previously, he added.
The plan is a framework for action rather than a document that outlines specific actions,
Scharfenberger said. The state has a vision of how development and preservation, water
use, sewer development and site redevelopment should fit together, he added.
Yet the plan cannot be developed without municipalities and counties as partners,
Scharfenberger said. Regional differences will be taken into account, he explained. South
Renovation of this 225,000-square-foot former Verizon call center into the new
headquarters of real estate and relocation company Reology is the type of
redevelopment favored by the proposed State Strategic Plan.
Jersey has more agriculture while North Jersey has more population, industry and office
development. Tourism is an economic factor across the state but is most closely identified
with the Shore region. And transit-oriented development is a key factor throughout New
Jersey, especially in Morris County along the NJ Transit line from Chatham to Netcong.
The old plan was “a nice academic exercise in planning,” Scharfenberger said. The new
plan aims to drive state policy over the next 10 to 15 years, he said.
Another difference between the old and new state plans is that the new plan calls for
stronger cooperation between state departments that oversee land use and preservation,
(Continued on page 4)
Common goals but different
game plans
By Michael Daigle
The devil is in the details.
While Assembly Speaker Sheila Oliver and Assembly Minority Leader Jon Bramnick agree
that New Jersey has made progress in addressing key issues facing the state, the details of
what needs to be done next reflect the different approaches of their respective parties.
Oliver, a Democrat from East Orange, and Bramnick, a Republican from Westfield, recently
spoke at the annual Legislative Luncheon sponsored by the Morris County Chamber of
Commerce.
(Continued on page 3)
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Insights and ideas for individuals and companies striving to achieve revenue targets
All RFPs are not created equal
By Chip Reichhard
Many salespeople believe they should respond
to all proposal requests that come across their
desks where the scope of the work falls within
the capabilities of their companies.
It’s easy to see the attraction. Working on an
opportunity that “fell out of the sky” is far more
desirable than “beating the bushes” to turn up
an opportunity.
Desirable, yes. But is it smart? What is your
win ratio with RFPs?
Responding to a request for a proposal (RFP)
carries associated costs.
• Time invested identifying and specifying the
relationship between the prospect’s request
and the solution your company can offer.
• Time invested researching the competition
you face and the solutions they can offer.
• Time invested developing an advantageous
positioning of your solution relative to your
competition.
• Time invested writing the proposal and
developing the appropriate supporting
materials.
• Production costs of any required presentation
materials.
• Opportunity cost of working on a proposal
instead of pursuing better opportunities.
It’s important to recognize that not all RFPs
are created equal. That is, there are various
reasons buyers send out RFPS – not all of which
are for the intention of doing business.
One reason companies might send RFPs is
simply to obtain some no-cost consulting. For
example, they may be considering establishing a
new process or system using in-house resources
and sending RFPs is a way to gather relevant,
valuable and FREE information about processes,
costs, implementation timetables and so forth
to guide them in their development efforts.
Another reason is to gain leverage with a
group of competing potential suppliers. The
buyers end up with several “bargaining chips”
with which to negotiate – playing the bidders
against each other. It’s also an effective way to
pressure an existing supplier, especially when
negotiating contract renewals or requesting
additional services at prices favorable to the
company.
Yet there are other less manipulative
reasons for proposal requests. You may have
discussed a business opportunity with a new
or existing client and the client’s request for a
proposal is to obtain information in order to be
comfortable moving forward. Or if the buyer
has made the decision to move forward, the
purpose of the request is to secure confirmation
of the arrangements discussed.
What should be clear is that blindly
responding to an RFP is an iffy proposition –
even if the scope of the work is well within the
capabilities of your company.
Why?
Because a proposal is a presentation
delivered on paper rather than in person.
Whether a proposal
is delivered in person
or on paper, it doesn’t
make good business
sense to invest time, energy and company
resources developing a presentation without
first thoroughly defining and qualifying the
opportunity it addresses.
While you may not always be able to do as
thorough a job of qualifying an opportunity
generated by an RFP as an opportunity that’s
developed through ongoing person-to-person
interaction with the prospect, it’s imperative
that you have a conversation with the buyer in
order to qualify the opportunity and, at the very
least, determine the underlying reasons for the
request.
Then and only then can you determine if the
request is worthy of your time and efforts.
© 2012 Sandler Systems, Inc. All rights reserved. No portion
of this column may be reprinted or used without the express
written permission of Sandler Systems, Inc.
Chip Reichhard is a sales force development expert who builds high performance sales teams through training and coaching. He runs Sandler Training in Parsippany, NJ. Clients range from small
entrepreneurs to large multi-national firms. Reichhard can be reached at [email protected] or 973-334-6190, or by visiting www.apex.sandler.com. To get a free copy of “Why salespeople fail and
what to do about it,” call, email or visit the website.
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Common goals but different game plans
Both legislators said there has been a
bipartisan effort under Gov. Chris Christie
to tackle the stubbornly intractable issues of
taxation, economic growth, governance and
regulation.
“There is less political speak,” Bramnick
said. “In government people are very careful
about what they say. Christie directly
addresses the issues.”
As a result there has been progress on
some of the issues that have vexed the state
for decades and which have resulted in New
Jersey being listed as the state with the least
favorable business climate, according to
Bramnick.
The key to continuing this progress is
addressing the income tax and property tax
issues, both Bramnick and Oliver said.
Without that resolution, Bramnick said,
“We can’t help anyone. Chances to help with
social issues will vanish.”
Oliver did not disagree but said help
also must be extended to lower income
families and those whose jobs vanished
in the last recession. The state will not
recover jobs unless there is an effort made
to retrain people whose jobs disappeared
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community to define the needed job skills
and how to train workers for the jobs that
will be created in the future.
“These people also are taxpayers and
property taxpayers,” she said.
Shifting to property taxes, Bramnick said
the governor and Legislature have worked
to address key issues that have a direct effect
on this area: health and pension benefits for
government workers and related payouts.
Theses issues were avoided for years, with
the effect felt in the property tax bills paid by
local homeowners, he said.
Oliver promoted a hike in the state’s
minimum wage, saying it will not have the
detrimental impact on small businesses as is
suspected.
Bramnick maintained the creation of a
2 percent tax levy cap last year is having
its intended effect. Local officials are more
closely examining all spending options,
including sharing services, he said.
Many small businesses already pay workers
more than the minimum wage, she said. She
said she is speaking with her counterparts
in New York and Connecticut on the issue
to determine a regional impact. Eighteen
states have higher minimum wages than New
Jersey, she added.
Oliver said more effort needs to be placed
on both sharing services and merging towns.
With 565 towns in New Jersey, there is room
for improvement, she said. As an example,
she asked why a town of 1,100 residents
should buy its own $250,000 fire truck
or a town of 1,200 pay for its own school
superintendent when it sends its students to
a neighboring town.
Bramnick countered that a higher
minimum wage would place an additional
burden on small businesses and could cost
jobs.
Oliver used the issue to say there must be
a closer partnership between government,
the education system and the business
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Oliver and Bramnick found some ground
for agreement. Each spoke highly of the state’s
efforts to address business development.
Bramnick cited the Economic
Development Authority and Choose New
Jersey as vehicles to attract new businesses
and help existing businesses expand or
relocate within the state.
Oliver cited the efforts to create a fund
to raise the Bayonne Bridge so that larger
ocean-going ships will be able to continue to
use the New York-New Jersey Harbor once
the Panama Canal widening is completed.
Without the bridge being raised port traffic
would be threatened, she said.
She also cited the efforts of the state to
support the redevelopment of urban transit
centers. Such development produces livable
cities, more jobs, housing and opportunities,
she said.
Included in that effort should be the effort
to develop affordable housing, which offers
more chance for average families to thrive,
Oliver added.
Bramnick said that Christie is working to
sort out decades of confusing and ineffective
state policy regarding affordable housing. He
said the market, rather than state regulation or
court decisions, should drive its development.
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(Continued from page 1)
and who need training to take on the jobs
being developed in new businesses and
technologies.
Detailed answers from the legislators
showed the complexity of the issues and
solutions.
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New state plan challenges old ways to foster new growth
(Continued from page 1)
With South Jersey’s strong agriculture
base it makes sense to cluster farming
and support businesses there, he said.
North and Central Jersey, including Morris
County, have a strong pharmaceuticalbased economy, creating a synergy to their
economies, he added.
economic development and infrastructure.
This approach also will “provide for
coordination with local government and
the regulated community, creating more
opportunities for targeted economic
growth that meets common goals and
multiple bottom lines,” the plan states.
Six statewide public hearings on the
proposed plan held Feb. 13-March 1 are
being followed by a 30-day comment
period and subsequent 30-day review
period. Scharfenberger’s office is scheduled
to issue a final recommendation after that.
“Redevelopment, reuse and repurposing
the existing built environment throughout
New Jersey will be the cornerstone of this
agenda, though well-planned greenfield
development may be necessary at times,”
the plan states. “Conservation and
protection of natural resources is equally
important. A balanced approach to these
elements will deliver vibrant regions
reaping economic return for all residents.”
For William Chegwidden, mayor of
Wharton and a Morris County freeholder,
the concern is how a town such as
Wharton is identified when these economic
priority areas are created.
The plan has four specific goals: targeted
economic growth; effective planning
for vibrant regions; preservation and
enhancement of critical state resources;
and tactical alignment of government.
It calls for identifying economic areas
of the state in which there are clusters of
similar business sectors. Scharfenberger
16369 Business Edge Ad v3_Layout 1 3/14/12
said
this is a common sense approach.
“We do well on our own,” he said.
“We benefit from Route 80, 10 and 46.
But would we be labeled as a retail area
because we are near the Rockaway
Townsquare mall?”
Rebecca Feldman, executive director of
the Morris County Economic Development
2:02 PM Page 1
Corp., said it is still unknown how the
priority growth-areas will look when drawn
yet there are key elements of the plan that
deserve consideration.
“The focus on better integration across
state agencies and new coordination and
strategic deployment of limited state
resources will better position New Jersey
to compete for the long-term economic
development that we need in order to
protect and enhance the quality of life in
this state,” Feldman said.
Key is that that each municipality would
get to decide how its economic plans, landuse policies and vision fit into the new state
plan, she said.
William Dressel, executive director of
the New Jersey League of Municipalities,
said the key for his members is that
participation in the plan is voluntary. Yet
Chegwidden said even though the new
plan is not a mandate, municipalities that
do not participate could see a reduction in
state aid.
Scharfenberger said in light of the 2
percent property tax levy cap and scarce
local and state resources, towns already
are sharing services and seeking to trim
costs through other cooperative efforts.
Stan Omland of Omland Engineering
agrees. Omland serves on many public
boards and his company was deeply
involved with the recently successful vote
to merge Princeton Borough and Princeton
Township. He said it is important that the
new state plan seeks to strike a balance
between the competing factors of growth,
preservation and resource protection
that are evident in nearly every economic
decision.
The important message in all this,
Omland said, is that towns must realize
they cannot stand still. They must examine
their zoning patterns and plan changes to
remain vital and attractive to expanding or
new businesses.
Scharfenberger said the new state plan
is a reminder that New Jersey counties are
not competing with other state counties
for those expanding or new business but
with other states, such as Virginia and
Texas.
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Morristown
Municipal Airport
Serving Morris County for 70 Years
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The Cutting Edge ...
Income tax cut is one more positive message
New Jersey has suffered from a bad reputation for many years. We get signaled
out every year by a variety of national organizations that conduct annual surveys
measuring individual states’ friendliness toward business and we don’t get a
passing grade.
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The business community strongly supports
the income-tax reduction.
I recently spoke to a CEO in Morris County about a valued employee in his organization who
resigned citing the cost of living in New Jersey. Ultimately the company thought so highly of this
employee that they transferred him to a facility in another state to not lose him.
Property tax increases over the last decade have created a huge affordability challenge. Yet the
governor has made progress on property taxes with the 2 percent cap and through the Red Tape
Review initiative that has addressed some of the issues around Trenton mandates to local communities.
Combined with the pension and health care reforms the Legislature passed last year, we have
put in place a long-term reduction in costs at the local level of government. More can always be
done but this should not be the main argument for not cutting income taxes.
Cutting personal income taxes is the right thing to do now as we address the overall tax burden
faced by our state’s taxpayers. Our highest marginal rate is 8.97 percent, with New York at 8.82
percent, Delaware at 6.75 percent and Pennsylvania at 3.07 percent.
New Jersey must compete with surrounding states and venues across the globe for private
investment and jobs. We have the advantages of geography and human talent and increasingly the
cumulative effect of disciplined spending, business tax cuts, reduced regulations and a personal
touch with business leaders is making a big difference in how we are viewed as a state. But we
don’t want to be the leader on income tax rates in our region as we work to rebuild our job base.
At last the business community does not feel like the enemy and there’s a realization in Trenton
that if businesses have predictability and are treated as customers they can help grow the economic
pie to the benefit of all citizens. The governor and the Legislature need to be commended for that.
As the economy improves we have the opportunity to send additional signals to employers
and investors looking to allocate their capital. The message is that we will continue to live up to
our commitments and we’re dead serious about making the state even more competitive and
affordable for both employers and their employees.
The governor’s proposal to cut the income tax across the board by 10 percent for everyone is
yet another down payment on making the state more competitive over time. His proposal is the
right response at the right time for taxpayers who have been sending their own SOS messages to
Trenton for several years without acknowledgement.
It also sends a strong message to investors that our cost structure is getting more competitive
and New Jersey deserves a look as they make their investment decisions.
Paul Boudreau President Morris County Chamber of Commerce
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By Alan Zakin
Gov. Christie and his team are doing the blocking and tackling every day to reduce burdens on
business and make New Jersey a more attractive place to work and raise a family.
Clearly taxes matter to small business people but we don’t talk enough about the impact of
taxes on individuals and their ability to live and work in New Jersey. Many talented people never
come to our state because of the overall tax burden. Some come and leave.
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Minimum wage increase will hurt businesses and job growth
Anyone who has done business in this state and been at the mercy of the
Department of Environmental Protection and other state regulatory agencies usually can recite
their personal horror stories. The result is that jobs and wealth have left our state over the last
decade.
Now we have the debate over the governor’s 10 percent income tax reduction.
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Government Affairs...
Gov. Chris Christie on February 21 proposed
a $32 billion budget for fiscal year 2013,
beginning July 1, that would include a 10
percent across-the-board cut in income
taxes to be phased in over the next three
years. The first year of the tax cut would save
taxpayers $183 million.
Taxes still are too high. The governor and the Legislature have taken many steps in the right
direction – lifting the double taxation of S-Corps and allowing companies to carry Net Operating
Losses forward 20 years, for example.
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At the same time, an initiative has begun in
the Assembly that could be very detrimental
to business. Bill A-2162 includes a 17 percent
increase in the minimum wage to $8.50,
effective July 1. Additionally, the bill would
index the minimum wage to the Consumer
Price Index, thus creating an automatic annual
increase each year that would make New
Jersey’s minimum wage among the highest in
the nation.
The governor’s budget proposal continues
the phase-in of some key pro-business tax
reforms enacted last year, including: the
use of a single-sales-factor to calculate the
corporation business tax; the extension of
net-loss carry-forward provisions to small
business; final phase-in of the 25 percent
reduction in the minimum filing fee for
S-corps; and an increase in the research-anddevelopment tax credit.
Collectively, these initiatives would trim
$347.5 million from business taxes this year.
The income tax cut would benefit
businesses as well as individuals. Of the
188,000 small businesses in New Jersey,
an estimated 80 percent pay income taxes
instead of corporate taxes. These businesses
currently pay the nation’s third highest
income tax rate, 8.97 percent.
Over the last two years, the governor and
Legislature have held the line on government
spending, capped property tax increases and
reformed business taxes. Now legislators
should take the next step and lower income
tax rates to send an important message
that New Jersey is open for business and
is determined to make our state the most
competitive climate for business in our
region.
At the same time, to raise the minimum
wage and tack on automatic annual increases
would send exactly the wrong message to
businesses looking to locate to or expand in
New Jersey.
“Businesses whose sales and profits are
not growing cannot absorb a 17 percent
minimum wage increase,” Stefanie Riehl,
assistant vice president of the New Jersey
Business & Industry Association, recently told
the Morris County Chamber of Commerce
Government Affairs Committee. “Legislators,
rather than imposing an artificial increase in
wages, should instead focus on promoting job
training programs and improving economic
conditions to strengthen the labor market.”
Most Morris County businesses pay
their employees well over the minimum
wage. However, these businesses would be
adversely impacted by upward pressure on
wages at a time when businesses are already
struggling to maintain profits and make
payroll. A minimum wage increase in this
climate could cause increases in labor costs
that would lower productivity and cause
layoffs – just the wrong message to send
when New Jersey is becoming known as a
place welcoming to business growth and job
creation.
What is your view? Please let us know.
The Government Affairs Committee meets
regularly with opinion leaders and decision
makers. We periodically issue position papers
on key government initiatives that advance
the agenda of the business community,
and we will include periodic suggestions to
reduce government inefficiency and increase
business growth. Please join us. We hold
regular meetings on the third Wednesday of
each month at 8:00 a.m.
Alan J. Zakin, Esq. is chairman of the Morris County Chamber of Commerce Government Affairs
Committee. He is principal of Alan Zakin Associates, marketing, community relations and government
affairs, Florham Park, NJ, and can be reached at 973-966-5544 or [email protected].
Publisher: Paul Boudreau
Editor: Chris Reardon
Director of Advertising: Joanne Vero
Director of Graphics: John Tirpak
325 Columbia Turnpike, Florham Park, NJ 07932
Telephone: (973) 539-3882 Fax: (973) 377-0859
www.morrischamber.org
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Nonprofits learn how to tell their story
By Christopher Reardon
While nonprofit fundraising has returned
to prerecession levels, giving slowed in the
fourth quarter of 2011, according to the
Blackbaud Index, an online giving index that
tracks reporting of more than 1,700 nonprofits
nationwide. In addition, most of the nation’s
largest foundations do not expect to increase
giving in 2012 following a flat year in 2011,
according to the Chronicle of Philanthropy.
Meanwhile, online giving accounted for
less than 10 percent of all charitable giving
in 2011, according to Nonprofit Trends, in a
year when e-commerce in the United States
reached a record $161 billion, a 13 percent
increase from 2010, according to ComScore.
Never has it been more important for
nonprofits to tell their stories to attract
givers. According to Joanne Oppelt, author
of Confessions of a Successful Grant Writer,
it is the mission that motivates.
To help local nonprofits better tell the story
of their mission and accomplishments, the
Morris County Chamber of Commerce in April
will host the 2012 Not-for-Profit Conference
with the theme, “Telling Your Non-Profit’s Story
– The Key to Success in 2012.”
Presentations and breakout sessions will
include:
• “Storytelling – How To Do It Right”
– Presented by Bill Graham of Graham
Corporate Communications
• “Weaving Your Story into All Written
Communications” – Presented by writer
Tina Kelley and Angelica Kennedy, program
services manager for Family Promise
• “Mastering the Art of Verbally
Communicating Your Story” – Presented
by The Angeletti Group, counsel to
nonprofits
• “Yes, You Can Even Use Special Events
to Tell Your Story” – Presented by
Timothy Duffy, board chair of Tri-County
Scholarship Fund and founding partner
of Coughlin Duffy LLP
In addition to strong speakers, the
committee opted for breakout sessions this
year to deliver more value to conference
attendees, according to Drury.
“They will get something valuable they
will be able to put into practice that will help
them with funding, with volunteers and with
communication to their supporters,” she said.
The Non-for-Profit Conference each year
is a partnership between the chamber and
county but this year marks the first time
the chamber has taken the lead, according
to Mary Jo Buchanan, assistant county
administrator.
“The chamber’s Non-for-Profit Committee
has brought new ideas and energy,” she said.
“The speakers will help the nonprofits tell
their story in a compelling way.”
The conference is the effort of the
chamber’s Not-for-Profit Committee
in collaboration with Morris County. In
past years more than 150 nonprofits have
attended. This year attendance is limited to
two representatives per organization.
Buchanan noted that attendees also
will have the benefit of networking. Each
organization will have the opportunity to host
an exhibit booth.
“People want to hear what your story is
as opposed to numbers and facts – a reallife story of how you’re helping the people
next door,” said Marla Drury, director
of development/community outreach at
Community Soup Kitchen & Outreach
Center, Inc. and the committee chair.
Member Perspective
“Part of the goal has always been to bring
the groups together to look at collaboration,”
she said.
The conference is being supported by
premier sponsor TD Bank and supporting
sponsor accounting firm Sobel & Company.
“We try to be in the marketplace where
the nonprofits are so we can provide
support,” said Sally Glick, principal at Sobel.
“We work with the nonprofit sector because
we feel good helping those who do good.”
The conference also is intended to
recharge the batteries of attendees,
according to both Drury and Buchanan.
“If you work at a nonprofit, you do it
because you believe in the mission,” Drury
said. “Many are overworked and trying to do
their job with limited resources.”
“I hope they have the opportunity to feel
rejuvenated,” Buchanan said. “The work
they do is really hard. The goal of the
conference is to rejuvenate them.”
New this year will be the Non-Profit
excellence awards, which will be presented
at the conference.
The 2012 Not-for-Profit Conference will
be held at Meadow Wood Manor in Randolph
April 26 from 8:30 a.m. to 1:30 p.m. To
register visit the Morris County Chamber of
Commerce web site at www.morrischamber.
org and go to Events.
Employers Need to Sell Too
By Dianne Hartshorn
It is a mistake to believe that the economic
downturn has made hiring easier for
companies simply by creating a larger pool
of candidates eager for work. Successful
employers know that hiring is not a numbers
game.
attention to detail that exceptional candidates
require of an employer. The following
insights come from speaking with exceptional
candidates who have refused offers, much to
the chagrin and detriment of an employer.
Exceptional candidates are usually well
organized and detail-oriented and they
expect the same organization and attention
to detail from their employers. Just as an
interviewer may assess nonverbal clues
of fitness such as posture, eye contact
and dress, exceptional candidates assess
nonverbal clues to the work environment.
The two areas where the candidate can
most easily obtain these clues are your firm’s
website and the reception area.
Chemistry (employers call it “fit”) is
an important factor for any candidate
when considering an offer. The catalyst
which generates chemistry is enthusiasm.
Accordingly, each person in the employer’s
interview chain must work to keep
themselves excited about their open
positions and communicate their enthusiasm
to the candidate. Exceptional candidates do
not want to work in hum drum jobs or work
environments that are not stimulating and
positive.
Hiring is a competition to identify, attract
and bring on-board the best and brightest
employees. It is a competition that may
be even more important to win in tough
economic times than in good ones because
the exceptional candidates are the ones who
will provide the greatest return in terms of
productivity for the investment employers
make in them.
Exceptional candidates are always in short
supply and always have options, even in a
tough employment market.
Have you had an exceptional candidate
decline a job offer and not know why?
Chances are it was a failure on the part of the
interview to “sell” the position.
Interviewers must sell to exceptional
candidates by communicating enthusiasm,
building rapport and demonstrating the
first names and voice tone all are important
in building rapport with the candidate and
bringing them within the interviewer’s zone
of influence.
Employers should try this experiment.
Go on to your website or walk up to your
building and check it out through the eyes of
a stranger.
People work for people, not just
companies. So it is essential that interviewers
use their people skills to build rapport with
exceptional candidates during an interview.
It is hard to build rapport at a 20-foot long
conference table or if the interviewer permits
interruptions such as phone calls and visitors.
An appropriate smile, eye contact, use of
Is the website up-to-date or is it filled
with old information? Does this virtual “front
door” to your business clearly state the
company’s mission and educate the visitor
regarding the company’s achievements and
place in the industry?
What do the grounds leading to the front
door and the reception area look like? Are
there dirty ashtrays, trash or cigarette butts
on the grounds? Is the reception area filled
with old, ripped magazines and half dead
plants?
Equally important, a receptionist who
understands their role as the vanguard of
service can help put candidates at ease and
make the all-important first impression a
good one.
Enthusiasm, rapport and attention to detail
are vital to selling your position to the best
candidates and your ability to make that
sale is perhaps the most important factor in
your company’s success. As Larry Bossidy,
former chairman of Honeywell, once said,
“I am convinced that nothing we do is more
important than hiring and developing people.
At the end of the day you bet on people, not
on strategies.”
Dianne Hartshorn, CPC, is president of The
Hartshorn Group, a full and temporary staffing
solutions company. She can be reached at
973.884.1010 or [email protected].
Correction: Last month we provided an incorrect email for our Member Perspective author, Jim McCarthy. The correct email is [email protected].
7
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Accounting and Consulting
Attorneys
(continued)
Citrin Cooperman
530 Morris Avenue, Springfield, NJ 07081
Phone: Sharon Zsoldos, 973-218-0500
Fax: 973-218-0511
www.citrincooperman.com
We are a tax, accounting and consulting firm helping entrepreneurs find
smart solutions. We’ll help examine your financial structure, providing new
perspectives to help you succeed.
Riker Danzig Scherer Hyland & Perretti LLP
One Speedwell Avenue
P.O. Box 1981, Morristown, New Jersey 07962
Phone: Glenn A. Clark, 973-538-0800
www.riker.com
Strong practices in litigation, insurance law, corporate law,
bankruptcy, employment law, public utilities, environmental
law, real estate, tax and trusts & estates and governmental affairs.
Hunter Group CPA LLC
17-17 Route 208, Fair Lawn, NJ 07410
Phone: Larry Feld, 201-261-4030
Fax: 201-261-8588
www.TheHunterGroup.com
Hunter Group CPA LLC helps businesses fulfill their lifelong business and
personal financial goals. From tax planning and auditing to consulting, closely
held businesses trust Hunter’s advice.
Schenck, Price, Smith & King, LLP
220 Park Avenue, PO Box 991, Florham Park, NJ 07932
Phone: Edward W. Ahart, 973-539-1000
Fax: 973-540-7300
www.spsk.com
Schenck, Price, Smith & King, LLP is a full-service law firm located in
northern New Jersey, whose attorneys serve businesses and individual clients
throughout the state and region.
KPMG LLP
150 John F Kennedy Parkway, Short Hills, NJ 07078
Phone: Scot Guempel, 973-912-6208
Fax: 973-215-2928
[email protected]
KPMG LLP, the audit, tax and advisory firm, has 140,000 professionals in 146
countries. KPMG has three offices in New Jersey: Short Hills, Princeton and
Montvale, with over 2,000 employees.
PricewaterhouseCoopers LLP
P.O. Box 988, 400 Campus Drive, Florham Park, NJ 07932
Phone: B.J. Agugliaro, 973-236-4000
www.pwc.com
Through PwC’s global network of firms, including
1,200 people in New Jersey, we provide assurance,
tax and advisory services to many of the world’s most successful companies.
Ross, Rosenthal & Company, LLP
87 Washington Street, Morristown, NJ 07960
Phone: Joseph C. Graff, 973-538-7071
www.rossrosenthal.com
CPA firm serving the region from Morristown for 60 years.
Trusted advisors to business entrepreneurs, professionals
and executives. Audit, tax, forensic and insolvency services.
Untracht Early LLC
325 Columbia Turnpike, Suite 202, Florham Park, NJ 07932
Phone: 973-408-6700
Fax: 973- 408-9275
www.untracht.com
Untracht Early LLC is a full-service accounting,
audit, tax and consulting firm serving closely held and
entrepreneurial businesses and high net worth individuals and families.
WithumSmith+Brown, Certified Public Accountants and Consultants
465 South Street, Suite 200, Morristown, NJ 07960
Phone: Thomas A. Basilo, 973-898-9494
Fax: 973-532-8812 www.withum.com
Full-service regional public accounting and consulting
firm serving public and privately held businesses in over a dozen major
industries. Ranked a Top 10 firm in NJ and Top 40 in the U.S.
Appraisers
Property Research Appraisers
193 Route 206, Bldg. 1, Flanders, NJ 07836
Phone: David Bossart, 201-404-2264
Fax: 973-584-7034
www.propertyresearchappraisers.com
Residential and commercial real estate appraisals for tax appeals, estate
planning, matrimonial, financial planning, mortgage financing, insurable value.
Condomium reserve studies. Construction inspecptions and construction
management consulting.
Architects/Engineers
H2M Architects + Engineers
119 Cherry Hill Road, Suite 200, Parsippany, NJ 07054
Phone: Sui Y. Leong, 862-207-5900
Fax: 973-334-0507 www.h2m.com
H2M provides architectural, engineering and environmental
testing laboratory services for both the private and public sectors
in New Jersey, Long Island and the Tri-State Areas.
Attorneys
Bressler, Amery & Ross, P.C.
325 Columbia Turnpike
Suite 301, Florham Park, NJ 07932
Phone: Brian F. Amery, 973-514-1200
Fax: 973-514-1660 www. bressler.com
Bressler, Amery & Ross, P.C. provides results-oriented, cost-effective legal services
to Fortune 500 corporations, privately held companies, brokerage firms, banks,
franchises, insurance companies, non-profit institutions and individuals.
Banks/Credit Unions
Fulton Bank of New Jersey
425 Main Street, Chester, NJ 07930
Phone: Dan Marcmann, 908-955-8111
Fax: 908-879-5535
www.fultonbanknj.com
Fulton Bank of New Jersey, with its regional headquarters in Chester, NJ,
provides an array of financial services to customers throughout the state of NJ
with 73 conveniently located branches and ATM’s.
Garden Savings Federal Credit Union 129 Littleton Road, Parsippany NJ 07054
phone: Michael Powers, Chief Sales Officer, 973-576-2000
Fax: 973-316-0317
www.GardenSavings.org
Garden Savings is a full-service financial institution
headquartered in Parsippany, NJ. Enhance your employee benefits by
providing credit union services from Garden Savings.
The Provident Bank
(See our ad on page 3)
Administrative Offices
100 Wood Avenue South, Iselin, NJ 08830
Phone: 1-800-448-PROV
www.ProvidentNJ.com
Provident offers a full suite of financial products for
businesses of all sizes with 80+ convenient branches, online
banking, cash management and customized lending solutions.
XCEL Federal Credit Union 1460 Broad Street, Bloomfield, NJ 07003
Phone: Tom Quigley, 800-284-8663 x3041
Fax: 201-714-5741
www.XCELfcu.org
XCEL Federal Credit Union was founded in 1964 by the
employees of the NY/NJ Port Authority. Today, ANY local
company can join—and it’s FREE. Call today 201-499-1656
Bookkeeping/Accounting
Tiedemann Bookkeeping and Accounting Services
135 Columbia Turnpike, Suite 101, Florham Park, New Jersey 07932
Phone: Patrick Tiedemann/Christine Alegria, (973) 410-9000
Fax: (973) 410-9001
www.tiedemannbookkeeping.com
Bookkeeping & Accounting Specialists. Affordable Onsite
Bookkeeper and CFO Provides Large Organization Advantages
To Small Business & Non Profits. Accurate Financial
Information Enhancing Business Decision Making.
Business Management
Piemonte & Liebhauser, LLC
325 Columbia Turnpike, Suite 108
Florham Park, NJ 07932
Phone: Gina Liebhauser, 973-937-6200
Fax: 973-937-6201 piemonteandliebhauser.com
We are a full-service business management and tax preparation firm catering
to the needs of high net worth individuals, entertainers and athletes.
Business Process Outsourcing
Solix, Inc.
30 Lanidex Plaza West, P.O. Box 685, Parsippany, NJ 07054
Phone: 800-200-0818
[email protected] www.solixinc.com
Comprehensive domestic outsourcing solutions for
government and commercial clients. Services include program administration
and integrity assurance, qualification processing for program applicant
eligibility, customer care and call center support. The company also offers
grant management services including peer reviews of research grant requests.
Conference and Rentals
The College of Saint Elizabeth, Office of Conference and Event Services
2 Convent Road, Annunciation Center
Morristown, NJ 07960
Phone: Patricia Devlin, 973-290-4384
Fax: 973-290-4199
www.cse.edu/rentourspace
The college will provide a beautiful and unique venue
for any business gathering and our professional Conference and Event Services
staff will assist you with all your event planning needs.
Country Club
Basking Ridge Country Club
185 Madisonville Road, Basking Ridge, NJ 07920
Phone: Kelly Pantone, 908-766-8200 x116
Fax: 908-953-8097
www.baskingridgecc.com
Basking Ridge Country Club is a private, family-oriented golf
and swim club. Affordable membership opportunities are
available that do not require a bond or initiation fee.
Education
EF Language Travel
One Education St., Cambridge, MA 02141
Phone: Rebecca Novalis, 973-224-2155
www.ef.com/ehp
Looking for host families for the summer. Students are busy during the week.
24/7 local support. Receive weekly stipend. Call us!
Employee Benefits - Insurance
Block Vision
325 Columbia Tpke., Suite 303
Florham Park, NJ 07932
Phone: Stacey Fiorina, 866-246-9589 Fax: 866-246-9590
www.blockvision.com
Managing vision benefits for more than 20 years, Block Vision offers a
complete line of benefit designs and vision plan options.
Broad Reach Benefits, Inc.
30 Cook Plaza Suite 200, P.O. Box 545, Madison, NJ 07940
Phone: Philip Cohen, 973-377-8222
Fax: 973-377-8334
www.BroadReachBenefits.com
Good advice is at a premium in today’s economy.
See what you’re not getting from your current employee
benefits broker. You’ll be surprised!
Financial Services
New York Life Insurance Company
555 E. City Avenue, Suite 800, Bala Cynwyd, PA 19004
Phone: Bernard M. Russelman, 610-660-7609
Cell: 281-743-1748 Fax: 610-664-7270
My passion is assisting people and businesses with their life
insurance, long-term care insurance and other needs, such
as building financial security and retirement.
Health and Fitness
LA Boxing of Florham Park
186 Columbia Turnpike, Florham Park, NJ 07932
Phone: Ray Deshotel, 973-593-9BOX
Fax: 973-520-8699
www.LABOXING.com/florhampark
LA Boxing’s workout is a stress-relieving, confidenceboosting, core-strengthening workout for all fitness levels.
Burn 800-1,000 calories in a single class and have a good time.
Higher Education/University
Centenary College School of Professional Studies 300 Littleton Road, Parsippany, NJ 07054
Phone: Carlene Colston, 973-257-5190
Fax: 973-257-8960
www.centenarycollege.edu/mccc
Convenient, flexible, accelerated business degree
programs for working and professional adults. On-ground, online and blended
delivery available with classes starting several times a year for immediate
program entry. Locations in Parsippany, Edison and Hackettstown.
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Public Relations Agency
Senior Care Services/Home Care
Fairleigh Dickinson University (See our ads on pg 2 and 11)
285 Madison Avenue, M-R10-01
Madison, NJ 07940
Phone: Susan Brooman, 973-443-8905 [email protected] / www.fdu.edu
More than 60 career-oriented doctoral, masters and
graduate certificates offered Saturdays, online and on campus in Business,
Criminal Justice, Counseling & Psychology, Education, Engineering, Computer
Science, Nursing, Allied Health, Liberal Arts & Sciences.
New MA in Student Services Administration.
Communications Strategies, Inc.
135 Main Street, Madison, NJ 07940
Phone: 973-635-6669
Fax: 973-635-9419
www.cstratinc.com
CSI is a woman-owned, integrated marketing firm specializing in brand strategy
and positioning, media relations, coalition building and advocacy development,
event management, crisis management and public education campaigns.
The College of Saint Elizabeth
(See our ad on page 2)
2 Convent Road
Morristown, NJ 07960-6989
Phone: Donna Tatarka, 800-210-790
Fax: 973-290-4710
www.cse.edu
Established in 1899, the College of Saint Elizabeth enrolls more than
2,100 full- and part-time students, both men and women, in more than
25 undergraduate, 10 graduate and one doctoral degree programs.
Mack-Cali Realty Corporation
343 Thornall Street, 8th Floor, Edison, NJ 08837
Phone: Brian Decillis, 732-590-1000
Fax: 732-205-8237
www.mack-cali.com
Mack-Cali Realty Corporation is among the country’s
largest real estate investment trusts (REITs), and is a leading owner, manager
and developer of class A office properties.
Real Estate
Schools
Home Improvements
Handyman Connection
230 US HWY 206, Building 2, Flanders, NJ 07836
Phone: Steve Carter, 973-927-2999
Fax: 973-927-1744
www.handymanconnection.com
Handyman Connection specializes in small to
medium-size home improvements and repairs, and even remodeling.
We’re not just proud of our workmanship - we guarantee it!
Mention this ad and get 10% discount!
Insurance
Gerrity, Baker, Williams Inc.
(See our ad on the back cover)
3 Gold Mine Road, Flanders, NJ 07836
Phone: Glenn K. Tippy, 800-548-2329
Fax: 973-426-9546
www.GBWinsurance.com
GBW Insurance works with small and mid-size businesses and their owners,
using risk management and insurance products to protect them.
Plymouth Rock
(See our ad on page9)
1 Madison Avenue, Suite W-105
Morristown, NJ 07960
Phone: John E. Hickey, 973-267-4970
Fax: 973-267-4876
www.prudential.com/us/j.hickey
As a financial professional with 21 years of experience, I am licensed to offer
life, health, long-term care, auto and home insurance.
Personnel Services
Prime Time Personnel
129 Littleton Road, Parsippany, NJ 07054
Phone: Laura DeRose, 973-334-9600
Fax: 973-334-5175
www.primetimepersonnel.com
Prime Time Personnel provides professional staffing services on a temporary,
temporary to hire, and direct hire basis in Office Support, Management, HR,
Marketing, Accounting/Finance, and Technical.
Pest Control Company
Bell Environmental Services
229 New Road Parsippany NJ 07054
Phone: Peter M. Di Eduardo, 973-575-7800
Fax: 973-575-7100
www.Bell-Environmental.com
Bell Environmental provides pest management services, bed bug abatement
and bird deterrent programs for commercial, institutional, research, multitenant residential and food processing facilities throughout the tri-state area.
Physical Therapy
DMC Athletics & Rehabilitation
15A Saddle Rd., Cedar Knolls, NJ 07927
Phone: 973-984-0200
Fax: 973-984-0210
www.dmcrehab.com
DMC Rehab has been voted the #1 Physical Therapy and Fitness Facility of
Morris County 2006-2011. All insurance plans accepted.
Morris County Vocational School District
400 East Main Street, Denville, NJ 07834
Phone: Gina DiDomenico, 973-627-4600 ext. 277
Fax: 973-627-6979
www.mcvts.org
Programs for Morris County high school students, including career
academies, share time programs and share time programs for special needs
students, and adult education programs.
Synergy HomeCare
115 US Highway 46 West, Building F, Mountain Lakes, NJ 07046
Phone: Antonio Podias, 973-394-5638
Fax: 888-860-8275 www.synergyhomecare.com
Caring for your aging parent or family member can be
exhausting, lonely work – but you are not alone. Synergy
HomeCare is an affordable, compassionate choice for family caregivers and our attentive, dependable careTEAM can offer comfort and relief.
Technology Solutions
Micro Strategies, Inc.
(See our ad on page 10)
85 Bloomfield Avenue, Denville, NJ 07834
Phone: Susan Angelo, 973-625-7721
Fax: 973-328-1248 www.microstrat.com
Micro Strategies is at the forefront of architecting
and implementing quality technology solutions centered in the following
areas: System Analysis, Infrastructure, Content Management, Database
Application Development, Security, Remediation and Digital Voice Recording.
Utility
New Jersey Natural Gas
P.O. Box 1464, 1415 Wyckoff Road, Wall, NJ 07719
Phone: 732-938-1000 www.njng.com
New Jersey Natural Gas serves nearly half-a-million
customers in Monmouth, Ocean, Middlesex and Morris counties, meeting
customers’ expectations for value and reliability every day.
Wireless Communications
Schools; Special
Montgomery Academy 188 Mount Airy Road, Basking Ridge, NJ 07920
Phone: Anthony Gebbia, Principal, 908-766-0362
Fax: 908-766-0936 www.montgomeryacademyonline.org
For over 40 years, Montgomery Academy has served
students ages 5 - 21 with special needs not met in conventional
public school settings. Montgomery Academy - Where You Can Be Yourself!
Now
you can
advertise in
13 issues of
Business Edge
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$500.00!
Add your company’s
listing to our
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a readership of
over 66,000.
For more
information,
call 732-303-5981
9
Communications Service Integrators
45 Perry Street, Chester, NJ 07930
Phone: Sandy Drysdale, 908-879-2525
Fax: 908-879-2322
www.csiradio.com
Communications Service Integrators provides an integration of the most progressive communications technology available in the industry— two-way radio,
wireless network, system design, system consultation, FCC assistance for on-site
facilities communications as well as wide area communications coverage.
Find out why people switch to
Plymouth Rock Assurance.
Auto Insurance
Savings and Service
Multiple Discounts
and much more!
John Hickey
Prudential Financial Professional
1 Madison Avenue, West Bldg
Morristown, NJ 07960
973-267-4970
www.prudential.com/us/j.hickey
Ask about our Get Home Safe benefit (free cab ride)
Prudential Insurance Agency, LLC (Prudential), Newark, NJ distributes auto and other property and
casualty products that are offered by Plymouth Rock Management Company of New Jersey under
the brand name of Plymouth Rock Assurance. These products are underwritten by High Point Property
and Casualty Insurance Company (High Point). Plymouth Rock and High Point are not affiliated with
Prudential.
0205609-00001-00
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24/7 Courier Services
Mountainside, NJ 07092
www.247csl.com
Hilltop Community Bank
Madison, NJ 07940
www.hilltopcommunitybank.com
Anchor Payroll & Benefit Solutions LLC KRA Insurance
Chester, NJ 07930
Springfield, NJ 07081
www.anchorpayrollsolutions.com
www.krainsurance.com
Arrow S3
Brick, NJ 08723
www.arrows3.com
CollegeFunding4me
Florham Park, NJ 07932
www.collegefunding4me.com
Epic Solutions Professional Coaching
Morristown, NJ 07932
www.epicsolutionsprofessionalcoaching.com
Explainit Studios
Mendham, NJ 07945
www.explainitstudios.com
Guagenti & Associates LLC
Morris Plains, NJ 07950
www.gaa-cpa.com
Mid Atlantic Resource Group
Totowa, NJ 07512
www.margfinancial.com
Marcus, Brody, Ford & Kessler, LLC
Roseland, NJ 07068
www.marcusbrodylaw.com
Morgan Stanley Smith Barney
Florham Park, NJ 07932
www.fa.morganstanley.com/
alyssawinthropnorce
Morgan Stanley Smith Barney
Morristown, NJ 07962
www.branches.smithbarney.com/
morristown
Hackettstown Hyundai
Hackettstown, NJ 07840
www.htownhyundai.com
Panera Bread
Green Pond, NJ 07438
www.paneracatering.com
Halliburton Systems, Inc.
Denville, NJ 07834
www.hsix.com
SynergiSocial LLC
Flemington, NJ 08822
www.synergisocial.com
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Inside Edge...
The Lake Drive Foundation, the supporting arm of the Lake Drive
Programs for children who are deaf and hard of hearing, announced that
Angela Kubisky has been named honorary chair of the “For the Babies”
Gala.” Kubisky, who has a hearing impairment, is executive vice president
of the Morris County Chamber of Commerce. The gala, scheduled for
May 17, supports Lake Shore’s Sound Start Early Intervention program for children 18-36
months.
.............................................................
Marla Bace, senior marketing executive at Brinton Eaton Wealth Advisors, and Kris
Drew, assistant vice president, key account manager at Aon Risk Services Inc. of New
Jersey, have been named to New Jersey’s 2012 Best 50 Women in Business by NJBIZ.
The Best 50 Women in Business awards program honors New Jersey’s most dynamic
women in business who have been making headlines in their field.
.............................................................
Law firm Pashman Stein has been named one of the Best Places to Work in New Jersey
for 2012 in the medium category by NJBIZ. The survey and award program identifies,
recognizes and honors the top places of employment in New Jersey that benefit the
state’s economy, its workforce and businesses.
.............................................................
Bridge Marina on Lake Hopatcong has been named Marina of the Year by ValvTect
Petroleum at the International Marina and Boatyard Conference in Fort Lauderdale. The
ValvTect Marina of the Year Award is presented annually to a ValvTect-certified marina
for outstanding operation, total commitment to customer service and environmental
stewardship.
.............................................................
The accounting firm of Fischer Barr & Wissinger LLC received a clean opinion and
passed peer review without exception. A peer review is a periodic external review of
a firm’s quality control system in accounting and auditing. Members of the American
Institute of Certified Public Accountants engaged in public accounting are required to
practice in a firm that is enrolled in an approved practice-monitoring program such as
peer review.
Edge into Small Businesses...
Portable Container Services
SALES • RENTALS • LEASING
Storage/Shipping Modified Containers
“Modifications Are Our Specialty”
973-515-4721 • 866-472-6256
National Portable Container Association
www.portablecontainerservices.com
Edge into Small
Businesses...
to place your
business card
in the
“Edge into Small Businesses”
section, call
732-303-5981
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College of Saint Elizabeth
welcomes

Medical Director of the Canyon Ranch
and author of “UltraLongevity”




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


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
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




Mark Liponis, M.D.
with his presentation
“UltraLongevity & Wellness”
Come for the presentation…
Stay for the Discussion, Q&A, Book Sales and Book Signing!
Monday, April 9, 2012, 7:30 p.m.
Dolan Performance Hall, Annunciation Center
Tickets Available Now:
General Public: $10
Students with Valid Student ID: $2
For ticket information, call 973-290-4378 or email [email protected]
Don’t Forget…
5K Race/Walk on CSE campus • Saturday, April 14, 2012
Race Day Registration starts at 8:00 a.m. • Race starts at 9:30 a.m.
Register before April 1st to receive our early bird discount!
For more information and to register, visit www.compuscore.com/cse5k
2 CONVENT ROAD, MORRISTOWN, N.J. 07960
www.cse.edu
11
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