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Greg tells me where he got my name. That's a good idea. It makes it seem like less of a shot-in-the-dark and also lets me know my advertising is working.

Greg writes a well-worded, well-organized, low-pressure letter. He covers a lot of ground in a short space: a) family situation, b) summary of strengths, c) job targets, and d) salary questions.

I would gladly have spoken with Greg, but unfortunately, he never called. (This is a mistake, by the way. If you promise to call, do so. If you fail to call, you convey the impression that you don't keep your promises. That can work against you. You don't want to develop a reputation in your network for lack of follow-through.)

RR#2 Box 237A | Terrance, Indiana 47390
H: 317-584-7475 | C: 317-588-9877 | ghatfield@msn.com

July 25, 20—

Nancy Blackwell
Management Consultant
The Leadership Group
7700 East Arapahoe Road, Suite 275
Englewood, Colorado 80112

Dear Ms. Blackwell:

I saw your listing in the Boulder County Manufacturers Directory. My fiance will be entering the University of Colorado in September, so I am seeking placement with firms in the Boulder area. I hope you can assist me.

I am currently living with my parents in Indiana. Their failing health required me to move there temporarily while attending to family business. Now that things are under control, I am beginning my job search.

I have enclosed a copy of my current resume. I would summarize my strengths as follows:

  • Ten years' management consulting experience during which I developed superior business communication and presentation skills.
  • A detailed, results-oriented consulting approach. Many consultant's primary product is a report with recommendations for action. My experience and inclination is to take the next step and assist clients in implementing necessary change to organizations, policies, procedures and systems.
  • Strong functional experience in the areas of Strategic Planning, Accounting, MIS, and Manufacturing Operations.
  • Extensive project management experience--in some cases managing projects entailing multi-million dollar budgets and employing scores of personnel.
  • A solid business education focused on marketing.

Nancy Blackwell
July 25, 20—
Page Two

I am interested in pursuing one of the following positions:

  • A product marketing or staff marketing position with a growth-oriented manufacturing concern.
  • A consulting position with opportunity for attaining partnership within one or two years.
  • A product marketing or sales support position with a software development concern.

I worked slightly less than nine months in 20— and my income was just over $75,000. I need your advice on salaries in the Boulder area. My gut feeling at this time is that $40,000 per year would be a minimum acceptable salary given my experience and background.

I am looking forward to discussing my situation with you. I will be calling in the next few days to get your input.

Thanks so much,

Gregory A. Hatfield

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William S. Frank, M.A.,
25 Reasons I love consulting.
by William S. Frank
  1. Brand. You are your own brand, and you can define it any way you want. For many years, I provided outplacement to the ex-employees of Schlumberger, the world's largest oilfield service corporation. When departing employees left the company, they didn't request outplacement in their severance package. They said, "I want Bill Frank."
  2. Demand. The world will always be full of terrible problems that need solving.
  3. White Hat. I can be a helper and get paid for it.
  4. Pay. I can be paid to do things I'd gladly do for nothing.
  5. Variety. Every day is different.
  6. Happiness. At this stage of my career, I only work for people I respect and care about. If a client micromanages me or is otherwise no fun, I complete the assignment and replace them.
  7. Talent. I'm using 110% of my talents and stretching myself to the max.
  8. Change. I can change my focus any day I want. If you're a McDonald's franchisee, you don't say, "Hey, I've got this great idea for a meatball sandwich—let's try it out today." In consulting you can adjust your focus hour-by-hour, as long as your clients still understand and appreciate what you do.
  9. Income. No one else would pay me as much as I pay myself.
  10. FUN. I can't think of anything I'd rather be doing.
  11. Retirement. I can write and consult as long as I am physically and mentally capable. Peter Drucker worked into his 90s, and when asked which book was his best, he said: "My next one."
  12. Job Security. Although clients come and go, no one can come into my office and say, "Pack up your stuff . . . You don't work here anymore." In 29 years, I've only had one employer: ME.
  13. Travel. I don't have to travel unless I decide to. I travel if it's both FUN and profitable—or at least FUN.
  14. Commute. I live five minutes from my office, a corner office in an upscale six-story tower. In winter, I leave a heated garage at home and drive to an underground heated garage at work. There's seldom time to hear even one song on the radio.
  15. Vacation. Consulting is more fun than vacation (except on Wailea Beach in Maui).
  16. Friends. I have developed hundreds of close acquaintances and several lifetime friends.
  17. Time. I can work as much or as little as I like: four-hour days or 18-hour days. (Of course, my income will reflect that.)
  18. Employees. I can work with employees, subcontractors, partners, or alone—I've done it all.
  19. Passive Income. I've developed several products that provide "mailbox money." I earn while I'm sleeping.
  20. Ethics. I've never had to violate my values or personal code of ethics. I've never had to lie, purposely deceive or harm others, or promise things I can't deliver. I go to bed with a clear conscience. That doesn't mean there's never any conflict. But the conflict is conducted according to generally accepted business practices.
  21. Virtual. My career is fairly portable. With the Internet, e-mail, cell phone, and FedEx, I can work nationally, even internationally from my office—or anywhere in the world.
  22. Purpose. I make a difference in peoples' lives every day. I see it in their faces, hear it in their voices, and read it in their thank-yous.
  23. Experience. Every painful or joyful life experience makes me a better consultant. So does every person I meet or book I read. Grey hair can be good in consulting.
  24. Structure. I have to work very hard, and the clients expect superb results—but I get to structure my days, weeks, months, and years.
  25. Boss. Most of the time, I love my boss.
As I was posting these letters online, I realized I want to communicate my love for consulting. It's just a great business. The single letters, taken together, may create a picture of enjoyment, but in a burst of creativity I listed some of the reasons consulting is such a good fit for me—and perhaps for you, too. They are not prioritized; this is just how they came out.