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Checklist to Shake Job Leads Out of the Trees

BF: They're going to say, "If it were me, I'd talk with John Malone the chairman of Liberty Media, or I would talk to Matt Bosnel, the President of the University of Chicago." So, it's a different way of essentially asking the same question. And at that point they disclose things that might have stayed hidden.

Matt: You're not really asking for knowledge of a specific opportunity, you're asking, "Where can I go for more information and conversation?"

BF: Correct. But the big thing is "if you were me" appeals to their ego, namely, "You're a smart person, and you would naturally you know what to do. So what would you do?"

Matt: So that phrasing is very important.

BF: The phrasing is very important. My business friend might say, "Bill, if I were you, I'd call John Malone, the Chairman of Liberty Media. He'd certainly be a good person to help you."

And that would be helpful, but I don't know John Malone. I could call John Malone's office a hundred times, and the only thing that would happen is that I would get arrested for stalking.

So, what I would say is "I really don't know John Malone and since you do, how would you feel about introducing us? Would you mind setting up a meeting for the three of us?"

Setting up the meeting is very important. We want to <i>let our network help us</i>. That gives us leverage. We want to extend ourselves by letting them work for us. If my friend Steve knows John Malone, it's very easy for him to call John and say "Hey, I want you to come to breakfast and we're going to meet this guy, Bill Frank, or we're going to have a telephone call with him." It's very easy for my friend.

And here's a simple real-world example:

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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.