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Business Development

Proposal to Establish Corporate Budget

We used the American flag letterhead briefly after the 9/11 attacks and it sent a patriotic message. People always appreciate the "friends of CareerLab" discount. Once again, this letter is SHORT. It doesn't confuse the potential client with too many facts or options--nor does it try to convince her how smart we are.

November 26, 20—

Sharon Black
Vice President, Human Resources
American Events Scheduling Services
1000 West Hampden Avenue
Englewood, Colorado 801110

Dear Sharon,

Here are some thoughts and ideas to help you budget for your upcoming leadership development program. If you approve, I plan to lead these trainings myself and not to delegate them to anyone else in the firm.

Testing and Assessment
We talked about using The Birkman Method and the Campbell Leadership Index (CLI) as the foundation of the work. We normally price these instruments at $1250 each ($2500 total), but offer you the "friends of CareerLab" price of $2000 for BOTH, a 20% discount.

1-Day Leadership Development Forum
We talked about the idea of bringing the executives together to view a Birkman team report and discuss their own profiles in relation to the group. This is best structured as a one-day off-site meeting, but we could do two half-days, if necessary. The fee, including planning and delivery time, and the Birkman team assessment is $4000, a $500 savings.

Quarterly Follow-up
As you know, the best way to insure that new behaviors are cemented in place is to reinforce them regularly, no less than quarterly. The recommended interval is at 3-6-9-12 months for the first year. Although ideally everyone should benefit from follow-up, we could restrict it to high potential or other targeted cases. This is priced at $500/executive per quarter.

Naturally, we have to work within your budget constraints, and I don't know what those are. I'm counting on you to let me know. Sharon, after you've had a chance to review this outline, let's talk by phone to answer questions.

With best wishes,

William S. Frank
O: 303-790-0505

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25 Reasons I love consulting.
by William S. Frank

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."
Demand. The world will always be full of terrible problems that need solving.
White Hat. I can be a helper and get paid for it.
Pay. I can be paid to do things I'd gladly do for nothing.
Variety. Every day is different.
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.
Talent. I'm using 110% of my talents and stretching myself to the max.
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.
Income. No one else would pay me as much as I pay myself.
FUN. I can't think of anything I'd rather be doing.
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."
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.
Travel. I don't have to travel unless I decide to. I travel if it's both FUN and profitable—or at least FUN.
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.
Vacation. Consulting is more fun than vacation (except on Wailea Beach in Maui).
Friends. I have developed hundreds of close acquaintances and several lifetime friends.
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.)
Employees. I can work with employees, subcontractors, partners, or alone—I've done it all.
Passive Income. I've developed several products that provide "mailbox money." I earn while I'm sleeping.
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.
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.
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.
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.
Structure. I have to work very hard, and the clients expect superb results—but I get to structure my days, weeks, months, and years.
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.