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Business Development

Thanks After Hard To Schedule Lunch Meeting

This meeting came as a result of an affiliate referral. Even with a strong referral, it was hard to set the meeting because the high-powered executive was traveling extensively.

I researched her background on the Internet and discovered that she had begun as a social worker. Half way through lunch I said, "You're sounding a bit like a social worker." She jumped back in her chair: "HOW DID YOU KNOW THAT?" she wondered. I told her, "I read about you on your website." We had a good chuckle about that, I asked her more about her interest in social causes, and it established a friendly bond.

During her lunch she suggested arranging a meeting with other senior vice presidents of human resources, and I said I would put it together for her. Ultimately, I ran a senior HR group called "TOP-12" [the top 12 human resources executives in Denver] for three years. The group membership fee was $7,500-$10,000/year, so this was a $100,000 consulting project in the first year.

The lunch and this letter led to executive outplacement assignments with US Media Group.

April 24, 20—

Jolene Sachs
Vice President Human Resources
US Media Group
POB 27743
Englewood, Colorado 80155

Dear Jo,

Thanks for lunch today. Based on your schedule these past few weeks, I know you're extremely busy with critical projects. I really appreciate your taking time to get to know me and my company.

I enjoyed hearing about your education, your career management philosophy, and your personal career growth—they were all very interesting. Your idea of a senior executive meeting is terrific, and I'll see what I can do to implement it.

Thanks again for lunch. It was a special treat. I'll look forward to getting to know you and US Media Group better.

With best wishes,

William S. Frank
wsfrank@careerlab.com

P.S.—You mentioned some senior executive outplacement in Atlanta. I have an Atlanta partner, and would be pleased to make introductions if it would help.

BCC: Delora Tessie [Our Atlanta Partner.]

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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.