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Business Development

Simple $5,000 Letter Proposal

This simple proposal produced a $5,000 fee. Since this was a repeat client, I didn't spend a lot of time explaining or justifying the fee.

January 16, 20-

Victor Walensza
Sr. Employee Relations Administrator
Rocky Mountain Life Insurance Co.
2929 Broadway, STE 3800
Denver, CO 80202

Dear Victor,

This letter will outline our executive outplacement proposal for your Assistant Vice President. CareerLab will provide consulting advice and support products and services from now until the time the candidate is re-employed. There is no time limit on the program.

The outplacement curriculum includes everything necessary to make a successful career transition. In the beginning, we'll focus on career assessment, including written testing and in-depth discussions about "best fit."

Once a goal is defined, we'll move into the implementation (or marketing) phase. We'll draft sales materials, including a high-impact resume, and broadcast the resume to key recruiters. We'll also post the resume to more than 200 talent banks and recruiting sites on the Internet.

Once underway, we'll coach your candidate in every phase of the process, including, but not limited to such issues as:

Where the jobs are: a detailed overview of national markets
How to apply your experience in new directions.
How to use the library and the Internet to make your job search easier.
25 world-class tactics for developing job leads and getting interviews.
How to involve your friends and business acquaintances in the process.
Networking: what it is and why it's important.
Interview do's and don'ts; how to answer tough interview questions; videotaped interview training. Community resources that are FREE to job hunters.
Online want ad letters that produce interviews.
How to motivate yourself and keep yourself "up."
How to evaluate several competing job offers.
Ways to negotiate a higher salary and better compensation package.
How to get started on the right foot in the new job.
How to sustain your network after landing a job.
—Plus much MORE!

Support Services:
The CareerLab program includes: (1) individual counseling by highly-experienced, partner-level consultants, (2) resume development and word processing, unlimited resume printing, (3) Executive-level career assessment, including a) the Campbell Interest Inventory, b) The Myers-Briggs temperament quiz, c) the 16-PF, and d) The Birkman assessment battery, (4) Bill Frank's books, The Resume Repair Kit, 200 Letters For Job Hunters, The Job Search Time Manager, (5) the 6-part CareerLab video series, "Getting HIRED: Jobhunting from A to Z," (6) secretarial support, and (7) use of CareerLab's library and resource center, including desks and telephones, and (8) financial planning to establish salary goals and objectives. Through our affiliation with Lincolnshire International, your candidate has access to 20 offices in the US, Canada, and Europe.

Professional Fee:
The fee for this program is $5,000, payable in advance.

Thank you for this opportunity, Victor. We're looking forward to getting started and to making this a big success.

With best wishes,

William S. Frank
wsfrank@careerlab.com

P.S.—We have an interactive computer training center at CareerLab, and we could include some computer training classes in the program, if your candidate needs to upgrade some PC skills.

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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.