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Business Development

Proposal to Double Revenues

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If you charge a daily rate for a workshop or speaking engagement, say $1,500, you'll gross $4,500 for three days. If you charge a per-person rate for the same engagement, it's possible to double your gross revenue, as this example shows. Always set a minimum number of attendees so you don't get caught in the "no one attended" trap. This was delivreed in memo form on CareerLab letterhead.

DATE: Thursday, February 12, 20—
TO: Katherine Lindstrom
SUBJECT: Teambuilding Proposal
FROM:  Bill Frank

The Birkman Method (Advanced Report)
Participants will complete a brief questionnaire online, and we send them their results by e-mail. They may save the PDF and print as many copies of the report as they like. Each 50-page report includes: coaching page, Interview Guide, Management Style, Self-Development, Behavioral Components, Lifestyle Grid, Areas of Interest, Personal Strengths and Needs, Stress Pages, and Career Orientation.

Telephone Feedback
We will schedule three (3) two-hour conference calls to give individuals feedback on their scores. This means roughly 10 participants per call, keeping group size small.

Team Report
The team report shows the DNA of the group in chart form, such that patterns can be seen and acted upon. For example, we will create a template for future hires based upon the success profile in the report. The Team Report is the springboard for teambuilding activities.

Existing Culture
Since your culture is working, it's important to define and describe it in order to preserve and replicate it.  We will schedule a conference call to document your existing culture, norms, and values, and we'll create a handout presenting the results.

Group Presentation
Based on the data in the written reports, the individual feedback, and the conference call on culture, we'll conduct a two-hour teambuilding presentation in Milwaukee. The session will focus on strengths of the group and ways to improve collaboration and communication. We can also talk about the "ideal fit" for future hires. The focus will be to fine tune and improve the performance of a group that is already working.

Professional Fee
The fee for these services, including travel and all expenses, is $395 per person, or $10,665. The group minimum is 27.

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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.