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Personal Introduction For Friend

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Stewart is a close friend and computer expert. He's been keeping me up-to-speed since the dawn of DOS. I helped him get a full-time position at Lockheed Martin, but he was laid off during a downsizing.

Several years later he wanted to return to Lockheed Martin. I spoke to a friend in Human Resources and then sent this follow-up e-mail. I was careful to explain that I wasn't seeking a placement fee. I was making the introduction as a matter of friendship and good fit.

August 18, 20-



I thought you should consider Stewart seriously for several reasons:

  1. Although he's been a successful consultant, he really prefers the actual computer work to the feast-famine of the consulting world. As a career consultant, I think he belongs in an organization that can keep him running from one project to the next.
  2. Stewart is one of the best "people" people I've met.  This is why I wanted you to meet him in person.  I'm certain this doesn't come through on paper. You just have to meet him to see what I mean.  He's worked for us-and everyone loves him.  In fact, Dianne, our Office Manager, gave him a "good egg" award because he was so pleasant—dare I say FUN to work with.
  3. Stewart can communicate the way many technical people can't. His writing skills are superb. He publishes often and really loves giving public seminars and presentations.
  4. Stewart is an attorney by background. But he left the world of law years ago to pursue computer technology. Much of his consulting has been around law firms-and lawyers are the hardest people in the world to please (My lawyer clients are often impossible). Engineers would be much simpler by comparison.
  5. He has already done project work for LOCKHEED MARTIN. Someone should ask him about that.
  6. I'm e-mailing two documents: 1) a list of consulting projects, and 2) a standard resume.
I've been called out of town today (Tuesday). If you'd like to talk to Stewart, you may reach him directly. Home: 303-555-1212. Office: 303-555-1313.  

By the way, the other two candidates I had for you have accepted job offers. One at a 50% salary increase; the other received a 100% increase.  When I say someone's good, they're good.  And I think Stewart is the best of the bunch.

P.S.—Please note that there will be NO FEE for this referral.

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William S. Frank, M.A.,
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.