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Business Development

Announcing New Consultant in Your Group
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Hiring a new consultant is a publicity opportunity. You can announce their tenure by sending a news release to the local newspapers, you can send announcement cards to your network, or you can mail a more detailed letter. I prefer the letter method, because it allows you to explain the “who-what-when-where-why and how” of the situation, creating interest in your new consultant.

A simple card announcing that Barney Black, M.B.A., has joined your firm doesn’t gain you much PR leverage, but a powerful, detailed letter does. As a further PR tactic, we ask our new consultants to write to their networks, and that opens more new doors.


June 30, 20—

Ms. Denise Wallingford
President & CEO
Asset Management Corporation
1200 Connecticut Circle
Washington, D.C. 20057

Dear Denise, 

We're proud to announce that Dr. Miguel Infante-Lobo has joined our firm as Vice President. I met Miguel in 20— when he was providing executive testing and assessment for a national human resources consulting firm. We're been trusted friends ever since. Without a doubt, I owe a lot of my success at work to his wise and expert coaching.

Miguel's clinical background is executive family counseling. He tackles tough issues like marriage communication, parenting (including "blue-haired kids"), and the stresses between work and family.

In my experience, top managers and executives tend to shy away from Employee Assistance Programs (EAPs) staffed by social workers and recently-minted Master's-level psychologists. They find the experience of talking to an EAP embarrassing. They're concerned about confidentiality, and don't like being seen in a "Counseling Center." It doesn't fit their self-image.

That's why many senior managers and executives never get the help they need. Instead, their personal problems spill over into their work; they fail in their jobs and are terminated for poor performance. I know that, because these failing executives end up here as outplacement candidates.

During the years, Miguel has accomplished scores of management turnarounds, keeping executives, families, and companies moving forward. Executive families and senior management teams enjoy him—he isn't a beginner. Like the rest of us at CareerLab, he's a well-seasoned expert.

With our corporate clients, Miguel focuses on:

  • Executive Coaching
  • Crisis Management
  • Conflict Resolution, and
  • Executive Testing & Assessment
The next time someone you know or care about is facing a conflict or a crisis-either personal or business, I hope you'll refer them to Dr. Miguel Infante-Lobo. As I can testify from my own experience, you'd be doing them the biggest favor possible.

With best wishes,

William S. Frank
wsfrank@careerlab.com

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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.