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Business Development

Expert Witness #2

This is the second in a series of two documents. The first was a cover letter to a sponsoring attorney. This is the outline of the talk I planned to give in Houston. Because I live in Denver, I specifically mentioned my Houston revenues.

It was especially important to get the announcement out early in order to fill the room. "Inplacement" means moving an employee into a better fitting job inside the organization. "Outplacement" means supporting an employee while they find a job outside the current company.

Win More Cases Using a Career Consultant as an Expert Witness

Learn how an experienced career consultant can be your strategic partner to prevent lawsuits and win court cases. Mr. Frank will explain how he became an expert witness, highlighting his relationship with lawyers, and describing three lawyers he has helped to change jobs. He'll outline 12 serious mistakes his corporate clients have made during terminations and outplacement. He'll discuss his current work, inplacement and executive coaching, which is highly proactive. Through inplacement and coaching, he helps problem employees to clean up their acts and re-position themselves inside their companies, or else leave quietly to find work elsewhere.

Mr. Frank has a strong track record of getting angry employees to sign releases and leave without "kicking and screaming." As an expert witness, Mr. Frank will explain how he evaluates a plaintiff's job search according to 25 criteria. "On a scale of 1 to 100, the plaintiff often scores below 5%," he says. Mr. Frank will end his talk by giving you sample questions to ask during depositions to get the information you need to win more cases.

William S. Frank, M.A., is founder and President of CareerLab, a branch of Lincolnshire International, the sixth largest corporate sponsored outplacement firm in the U.S. Lincolnshire International has offices in twenty five cities in the U.S. and Europe. Since 1978, Mr. Frank has been a career and human resources consultant to the employees, managers, and senior executives of more than 150 major U.S. corporations, including AT&T, Coors, Honeywell, Kaiser-Permanente, Schlumberger, Sears Roebuck & Company, and TRW.

He has delivered more than $1,000,000 in consulting services to Houston companies, and most of his individual clients are in the $100,000 to $850,000 salary range. His book, "200 Letters For Job Hunters," has sold more than 50,000 copies. Mr. Frank is a partner in the Career Center on America Online, which is visited by more than 1,000,000 subscribers each month. Mr. Frank served three terms on the board of directors for the Colorado Human Resource Association, and he earned an M.A. in liberal arts from Colorado State University.

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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.