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Business Development

Proposal to Retain Client After Staff Turnover

Nick was a close friend of one of our consultants (Charlie Baxter), but our consultant retired, leaving us to re-connect with the client. Here is a proposal re-introducing us to him. Letters like this, to be effective, must be followed up with phone calls and face-to-face meetings. In this case, we retained the corporate client.

January 22, 20-

Mr. Nick Black
Director of Staff Relations
Colorado Healthcare
600 Broadway, Suite 2700
Denver, Colorado 80203

Dear Nick,

It's my understanding that you're looking for six-month outplacement programs for vice presidents and three-month programs for directors. In addition, you're interested in group workshop prices. I've enclosed a program description and fee schedule. As always, we tailor each program to your needs, so we could adjust the pricing upward or downward, or modify the program content to meet your needs.

Having used CareerLab for several years, you may know that we've been in business since 1978-22 years. Since 1978 we've served more than 300 Colorado corporations, including all the major hospital systems. (I've included a list of our Colorado corporate clients and also a list of our healthcare clients nationally.)

Since you last worked with Charlie Baxter, our reach and resources have grown. We're now a bricks-and-mortar and Internet-based global company deployed in 86 domestic and 27 international partnered locations. We have an established network of 400 career coaches and consultants. On average, our coaches are in their mid-forties with 14 years of coaching experience. 40% hold MBAs and 18% have earned Ph.D.s.

Let me introduce you to our current staff:

Mary Ann Giancarli, M.A., LPC, Consultant
William S. Frank, Founder and President
J. G. G. Posner, Ph.D., Vice President
Joan Herrington-Goldberg, Ph.D., Consultant
Jacqueline Mitchell, Office Manager
Joseph L. Matekone, JD, CPA, Vice President
Giles S. B. Cotswold, MBA, Chief Financial Officer
Henning Marks, M.D., Healthcare Consultant
Ted Woodell, MBA, SPHR, Consultant
Joyce Bergman, M.Ed., Office Manager

Two of our team members are particularly noteworthy for their expertise in healthcare. Henning Marks, M.D., is a former cardiothoracic surgeon who now focuses on HR issues in healthcare. He runs our Physician Career Network, and I've enclosed two media articles about the PCN.

Ted Woodell, MBA, SPHR, held senior human resources positions with Kaiser Permanente for 12 years, and most recently served as System Human Resources Director for Columbia HealthONE, overseeing 9,000 employees and a $300M payroll.

You may not realize that my own background is decidedly medical. My grandfather and father were physicians, and my mother was a nurse. Interestingly, my grandfather—Lorenz W. Frank, M.D.—was one of the original founders of Lutheran Medical Center [one of the Top-100 hospitals in the U.S.], back when it was a tent city for tuberculosis on the plains.

In addition to outplacement we offer:

Career Testing & Assessment
360° Reviews
Employee and Executive Coaching
Performance Improvement
Mentoring Systems
Management Team Alignment
Internet Career Management Centers

Nick, we've had many successes in the past, and I'm confident we'll continue that tradition. After you've had a chance to review these materials, I'll give you a call to get your reactions. I would like to meet with you face-to-face, as soon as your schedule permits. We've got a lot of catching up to do.

With best wishes,

William S. Frank

"We are sure to find exhausting the constant, fierce birthing of so much that is new. The network economy is so primed to generate self-making newness that we may experience this ceaseless tide of birth as a type of violence."
—Kevin Kelly, "New Rules for the New Economy"

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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.