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Follow Up After Casual Conversation For International Business

RICHARD P. RUBY

1128 2nd Avenue South | Edmonds, WA 98020

H: 425-451-6485 | C: 425-757-9668 | rruby@gmail.com

October 25, 20—

Mr. Michael B. Dixon

Holland and Hart

P. O. Box 2147

Denver, Colorado 80302

Dear Mike,

I was interested to hear that your firm is considering ways to acquire more capability regarding international business transactions.

As you know, I have worked as an independent consultant these past two years dealing with the business, financial and governmental problems that accompany overseas investments. I have found, however, that companies large enough to have significant international exposure are bombarded by major league players such as:

a) the large investment banking houses,

b) major law firms,

c) consulting firms such as McKinsey and Arthur D. Little,

d) and, increasingly, by the consulting units operating within the major accounting firms.

It has become pretty clear that marketing my "Lone Ranger Act" in the face of this kind of competition is, at best, a difficult job. For the past few months I've been investigating ways to merge my talents into a better known and more broadly based entity. If you are looking for additional arrows to round out Holland and Hart's quiver of talent, then perhaps we should do some talking.

The many hi-tech firms in the Front Range area are beginning to push into the international arena, and you mentioned that you have already taken steps to strengthen your intellectual property team. These hi-tech groups often face significant trade issues in Washington as well as complex government and financial negotiations abroad.

There are many other exporters in this area--such as the U.S. Meat Exporter Federation (composed of entities such as Monfort)--that are large enough to have real international needs as well.

Some of your "competition" has already mounted a campaign to try to serve these needs--see the attached flyer on "Going International."

The clipping from the Wall Street Journal of October 16, 20— shows what firms such as Stearns Roger and Morrison-Knudsen are up against internationally. I've marked the clipping to show how the things we did for Cuajone parallel what Bechtel is doing now.

The resume information attached after the clippings just mentioned is probably a bit on the over-kill side, but lawyers love to read and it does demonstrate the extent and depth of my international experience.

I expect to travel back east the 6th and 7th of November to talk to Price Waterhouse's new affiliate partnership that deals in "International Financing Consultancy Services," but will be here Monday, November 5.

Best regards,

Richard P. Ruby

RR:cr

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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.