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Follow Up After Referral From Friend For R&D/Manufacturing #2

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6704 Stanford Street | Washington, Ohio 43085
H: 425-781-9718 | C: 425-988-5716 | dkswanson@gmail.com

July 23, 20—

Mr. Philip J. Robins, President
Research International, Inc.
Post Office Box 3253
Gorham, Maine 04038

Dear Mr. Robins:

Richard Thomas recently introduced me to your company and I have learned something of your activities from Richard and from your promotional literature.

After over 14 years of contract research and management at Battelle, I have decided to seek career opportunities in a smaller, more innovative company where I can have an impact. Research International is involved in many areas in which I have actively worked in my nearly 20 years in contract research and I would like you to consider me as a candidate for your senior staff.

My technical background is in the materials area--specifically tribology. In this area I functioned in both the principal investigator and program manager roles. In addition to laboratory-oriented R&D and hardware development, I also have engaged in techno-economic studies related to synthetic lubricants and led two classified trade impact studies in the areas of ball bearings and synthetic lubricants.

For the past several years, I have managed profit centers engaged in R&D and commercialization in the transportation (air and automotive), structures and energy areas for both industry and government. My organizations have been active in the conception and execution of multiclient programs and cooperative research programs. I am experienced and knowledgeable in intellectual property exploitation and innovation management.

Since I took over as Director of Industrial Business Development, our industrial sales have grown 20% and our profitability in industrial business has increased from losses in 20— to nearly 10% return on volume. This is due in large part to a focused marketing strategy that I was instrumental in planning and implementing. For the past year,

I have been actively involved in the Japanese marketplace. I have a good understanding of Japanese business practices and the transfer of technology both to and from Japan.

I understand the business from the lab bench to the marketplace, and I believe that I have a great deal to offer to Research International. I would like the opportunity to discuss my qualifications in greater detail and I will call you next week to see if we can meet.

Very truly yours,

David K. Swanson


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William S. Frank, M.A.,
25 Reasons I love consulting.
by William S. Frank
  1. 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."
  2. Demand. The world will always be full of terrible problems that need solving.
  3. White Hat. I can be a helper and get paid for it.
  4. Pay. I can be paid to do things I'd gladly do for nothing.
  5. Variety. Every day is different.
  6. 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.
  7. Talent. I'm using 110% of my talents and stretching myself to the max.
  8. 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.
  9. Income. No one else would pay me as much as I pay myself.
  10. FUN. I can't think of anything I'd rather be doing.
  11. 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."
  12. 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.
  13. Travel. I don't have to travel unless I decide to. I travel if it's both FUN and profitable—or at least FUN.
  14. 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.
  15. Vacation. Consulting is more fun than vacation (except on Wailea Beach in Maui).
  16. Friends. I have developed hundreds of close acquaintances and several lifetime friends.
  17. 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.)
  18. Employees. I can work with employees, subcontractors, partners, or alone—I've done it all.
  19. Passive Income. I've developed several products that provide "mailbox money." I earn while I'm sleeping.
  20. 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.
  21. 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.
  22. 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.
  23. 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.
  24. Structure. I have to work very hard, and the clients expect superb results—but I get to structure my days, weeks, months, and years.
  25. 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.