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Business Development

Reference For Academic Position

As the letter below says, I met Terrence in a train-the-trainer seminar for AT&T. He worked for AT&T and I was a consultant to them. We became close friends, as we are today. This was my letter on his behalf.

September 25, 20—

Phillip K. Donatto, Ph.D
Vice Chancellor
University of California
5900 Administration Circle
Los Angeles, California 92697

Dear Dr. Donatto,

This is a letter of reference in support of Terrence M. Statler, Ph.D., for the position of Dean of Continuing Education at your institution.

Since 1978, I've been a career consultant to the managers and executives of more than 300 brand-name U.S. corporations, both large and small. Specifically, I am in the business of getting management people into the right jobs. That's why I'm especially happy to be writing this letter in support of Terrence. I believe he's the perfect candidate for you.

I met him in an AT&T train-the-trainer class in the early 1980's. About 20 professionals were learning to deliver "The Manager as Career Developer," and Terrence was the standout in the class. He was positive, upbeat, enthusiastic, and right on-point. A leader on the rise.

I have watched him in his career ever since, and he is what he seems: positive, responsive, and a real contributor. As you know, he has worked for three brand-name companies: KLA Japan, Aclet Technology, and ROM Microsystems. That is a rare and stellar career. It shows Terrence is flexible and adaptable to new situations, and firmly grounded in the business of business.

Terrence recently completed an executive management assessment at CareerLab called The Birkman Method,®, and several scores are relevant to your search. He scored 10/10 on self-development, the desire to learn and grow. Relating to people in groups he scored 99/99, meaning he meets people with ease, is enthusiastic about working with a team, and actively seeks group affiliations. (Dr. Statler will not be hiding in his office behind closed doors.) Although he is not seeking to be a college professor, his profile showed a high similarity to college professors. Therefore, he would relate well to them.

I believe Dr. Statler would bring your organization an unusual combination of business savvy, teaching ability, and high integrity. I can't think of anyone who would benefit you more.

With best wishes,

William S. Frank

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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.