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Consulting and Customer Service

Bringing New Consultant Into Project

As the founder of a regional consulting firm, I had trouble bringing new consultants into projects, or simply delegating projects to them. Often, the clients wanted me to provide their consulting, because they had met and liked me. It was hard for me to delegate.

As I learned to sell the other consultants, rather than myself, the process got easier. Many times, I bring in subject matter experts who know a lot more than I do. I actually couldn't complete the assignments without them, and that was the case here.

From: Bill Frank at CareerLab
Sent: Tuesday, July 26, 20— 7:28 AM
To: Jalen Sandford
Subject: More about your Team Leadership Program

Jalen,

I’m bringing my friend Anderson Allshouse into the design and delivery of your teambuilding program.

Anderson has a doctorate in organizational leadership, and he and I have worked together for 20 years. An independent consultant now, he’s held high-level HR positions at AT&T, ITT Sheraton, and Ingram Micro.

Anderson is one of the nicest people you’ll ever meet. He knows teaming skills and “The Wisdom of Teams” inside-out.

He’s a subject matter expert (SME) and will be a big, positive addition to our program.

The fee will be the same whether he delivers it, I deliver it, or we deliver it together.

I imagine we would do your sessions in Denver and Chicago together, then if (when) we roll it out to other groups in Intex Technology, one leader will suffice.

With your permission, I’ll invite Anderson to join us on the conference call August 3rd at 8:00 a.m.

Jalen, I’m really looking forward to helping you develop a high-impact program.

It’s so important to you we want it to be superb!

With many thanks,
:B

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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.