Consultant Profile :
Daily Planning is the Key to Success at Leaden Associates Inc.

Like the Ancient Romans, Stephen Leaden, president and owner of the New Windsor, N.Y.-based Leaden Associates Inc., believes in the adage, “Carpe Diem” or “Seize the Day. “To succeed, you need to know what you want to accomplish every single day,” he said. Every morning, I decide what my successes will be that day.” His methodical approach has resulted in a fast-growing telecommunications consulting business that caters to medium-to-large companies in the Northeast, including Columbia University, Forbes Magazine and the New York Presbyterian Hospital.

Despite his penchant for planning, Leaden isn’t afraid of a challenge. After all, he started his business during a recession in early 1990. “The timing wasn’t the best for the market, but it was good for me — and I had the plan to succeed,” he said proudly in retrospect.

In fact, Leaden planned to start his own business years before he actually did. He started in the telecommunications field upon graduation from Marist College in Poughkeepsie, N.Y. with a B.A. in Business Management. When he graduated, Merrill Lynch had a job waiting for him.

In the next five years, he worked for end-users, supporting a wide range of telecommunications systems for customers that ranged from large corporations including Nabisco Brands to a smaller company called Ticketron, a telephone-order ticket agency.

“While working on the end-user side, I learned what was important to the users and how to make systems come together,” he said. “I realized that to start my own business, I also needed to learn the ownership end of the telecom business.”

Leaden spent the next six years working for a large telecommunications consulting company, STI Communications in N.J., mostly handling the Citibank account.

After more than a dozen years learning the business and bringing success to other companies, it was time for Leaden to seize the day and start his own business. Today, Leaden Associates Inc. has three employees that handle product recommendations and project management for its clients.

“Serving the client is our first objective,” Leaden explained. “From there, everything else falls into place.” In serving the client, Leaden and his team focus on staying aware of new technologies and understanding what can be implemented in various settings.

“Technology changes very fast in this business, so we spend a great deal of our time in research, development and studying new technologies,” he said.

Leaden stays ahead of technology by participating in consultant programs, including Toshiba’s Consultant Liaison Program. “Manufacturers provide useful and timely information on new product developments, which is of great benefit to consultants,” he said. “Taking advantage of consultant programs gives me a large library of product information that allows me to understand what’s available and make the best recommendations for my clients.”

Toshiba dealers also play a strong role in serving Leaden’s clients. Leaden works primarily with Authorized Toshiba Dealer Entel Systems of Midland Park, N.J. He said, “We have a solid working relationship with Entel Systems. They always give fair bids, very affordable maintenance contracts, and excellent customer service. Customers love that.”

Leaden also credits his success by thinking big. “Telecommunications isn’t just telephones anymore. Today, telecommunications systems share information by fax, via the Internet, and over company networks. Telecommunications is the workhorse of today’s business, and to maximize this power, consultants need to have a deeper knowledge of telecommunications and information technologies,” he pointed out.

At Leaden Associates Inc., the team provides Internet and Intranet consulting services to their clients in addition to telecommunication consulting. “We consider every potential benefit that can be gained through telecommunications, and our customers thank us for it,” Leaden said. And, once again, Leaden has seized the day and made another success.

Stephen Leaden's Tips For Success One Day At A Time

1 Define what type of consultant you want to be and set goals accordingly. For example, do you want to be a single
independent consultancy or build a larger company?

2 Promote yourself to prospective clients, vendors, consultants, dealers and others. Develop long-lasting, strong relationships. Participate in the STC. It gives you the opportunity to learn about the business, network with other consultants, and differentiate yourself.

3 Put people first, business second. Be sensitive to the person and their needs. That’s what keeps referrals flowing and keeps your clients happy.

4 Be objective and ethical in your approach. Your name means everything in this business; therefore, don’t compromise your ethics and objectivity for a short term opportunity.

5 No matter how good the market looks, always be hungry. Look for new business everywhere you go. Don’t get complacent.

6 Give back to the community through volunteerism and support of local organizations. Be a high-profile giver.

7 Don’t limit yourself. Look for new opportunities that go beyond the typical telecom services, such as Internet and Intranet services.

8 Don’t burn out. Manage your time well. Take breaks. Don’t be afraid to work extra hours — but don’t ONLY work!

9 Follow your business plan. Do weekly and monthly check-ups to see if you are on track. Don’t let being busy get in the way of your goals.

10 Plan every single day. Know each morning what you are going to accomplish that day. Plan your success one day at a time!