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Business Development

Proposal to Charge Additional Fees
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Once we agree on a price, we never go back to a client to ask for more money. However, in this case we made an exception. We were providing outplacement to a European executive coming to the U.S. to follow his wife, who had taken a high-level management position. Although a nice person, he was a demanding client, requiring 300% of our usual efforts. He insisted on keeping Ph.D. after his name, even though it immediately disquqalified him from most jobs. In addition, he came across as too intense and forceful. After 6 months, neither we nor his sponsoring company were happy with the progress.

We met with company representatives to hear their concerns and reposition the project. We pointed out that we had given away $5,000 in services, and that positioned us to ask for an additional $1,600 per month for 10 months. This was a WIN/WIN for everyone, and the executive was happily re-employed. Peyton Deckert, Janet Lorenzo, Henning Marks were CareerLab consultants.


Sent via FAX, January 29—

 To:  Maxwell Black, Human Resources
       International Manufacturing

From: Bill Frank, President/CEO of CareerLab

On behalf Peyton Deckert, Janet Lorenzo, Henning Marks and me, I would like to thank you and Susan for the meeting January 24. Based upon the meeting and CareerLab's internal discussion we propose the following:

Redouble our efforts for Dieter Heinlein on all fronts, specifically: 

  1. Revise his resume and delete "Ph.D." at the top. The goal is to create a more functional resume that broadens his opportunities while still recognizing his background, education and language skills.
  2. Continue to make personal introductions to key decisions makers that are known to CareerLab within the Denver metropolitan area.
  3. Accompany him to networking events such as Rockies Venture Club and several other high level networking organizations.
  4. Direct him toward more small to mid-size organizations. This is a focus that upon review has been under utilized and needs more work.
  5. Remind him of International Manufacturing's willingness to pay for his visa (H1B) and make sure this is communicated to prospective employers.
  6. Encourage him to re-visit the network he has already created on a regular basis and report his result so CareerLab can review.
  7. Tone down the "energy" level of his ongoing efforts.
  8. Explore in detail the more positive opportunities such as J. D. Edwards, Level3, Dupont, CH2M Hill, Manville, GE Plastics, and CoorsTek.  
A review of professional services previously provided and fees paid are outlined as follows:

 REVIEW 

  1. The original engagement of 6 months for $8,500.00 ended September, 20—
  2. Continued support and professionals services extended from September to January of $5,000.00, neither billed nor charged.

PROPOSAL
Continued support and professional services as outlined above in items 1 to 8, at a rate of $1,600.00 per month, commencing February 1- through December 31-. Monthly fees to terminate on the earlier of job placement or December 31-.

If you have any questions please contact me at 303-790-0505. We are confident that CareerLab can deliver the needed results for both International Manufacturing and Dieter.

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William S. Frank, M.A., President/CEO
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.