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Business Development

Volunteering Creates Sales

Bill,
Thanks for the response. In 20— I went through an outplacement program at Inti Consulting in Denver. Fees were paid by my former employer. While discussing this type of program, I found out that I know at least two men who went through your service some years ago. They had been let go by Sems Technology. Their names are Hank Bagelsky and Denis Treeby.

I'm curious about your fee structure. What is it based on and when/how is it paid? I don't get the sense that you do actual placements, but provide the training/guidance to enable someone to be more successful in their search. Do I have the correct view? (I have browsed your website.)

At any rate, those are some of my questions. I'll be leaving town on August 17, returning August 22. I'll phone after returning and try to catch a few minutes of your time.

By the way, Tom Martino recommended me to you.

Regards,
Dudley Ullman

From: Bill Frank
To: Dudley Ullman
Sent: August 15, 20— 9:08 AM
Subject: Dudley, we can help you . . .

Thank you for responding, Dudley. Inti Consulting has a good outplacement program, so I'm sure you have a good foundation to work from.

For several years, our company has sponsored a career call-in night for the HelpCenter at KCNC television. That's how Tom Martino knows us. (In addition, one of my past clients started the HelpCenter at KCNC.)

As far as our fees go, we bill our services by the hour, much like accountants and other professionals do. Our corporate rate is $250 per hour. I would discount that for you to $180. You would be in control of the meetings and would always be able to assess value versus investment.

Enjoy your week out of town. I'll look forward to talking when you return.

:Bill

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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.