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Business Development

Thank You From Client for Gift

I began giving Sierra Club Wilderness Calendars as holiday gifts, a few at a time. When I saw how much people liked them, I sent out more, until finally the number grew to about 300 per year. [300 x $10 each is $3,000.] This was a big investment, but it gave me and the recipients a lot of joy.

I left all advertising off the calendars intentionally. This is much different than what people ordinarily receive. Usually, calendars are cluttered with ads on every page. This left the impression that it truly was a gift, and that I and my company were different. We were friends, not just consultants.

There are two letters below, and I had helped both writers get re-employed, so they were doubly grateful.

Subject: Thanks!
Date: 10 Dec 20— 16:26:23 -0700
From: Ralph Richardson
To: Bill Frank

Hey Bill,
What a great calendar!

That's a piece of advertising that didn't find its way to the trash can but went right to the wall. I will have it all year and be reminded of CareerLab for the duration. I was also surprised (pleased) that it wasn't labeled on every month with the name of the benefactor—all the more reason to insure that it makes it to the wall and stored in my consciousness.

Thanks a lot.

Ralph - another employed alum!

Subject: Belated Thank You
Date: 03 Jan 20-- 19:37:39 -0700
From: Jared Grantholm
To: William S. Frank

Bill: I greeted the New Year with a beautiful new Sierra Club calendar, then realized I had not said thanks. Well, Thanks. It is very nice, and, I note, not riddled with the obtuse marketing so many other firms feel compelled to emblazon on their Holiday gifts. I guess I'm not surprised at the subtle, yet very effective marketing of CareerLab, they are a class organization.

Thanks for the calendar, and thanks for all of the support and encouragement you provided in a rather traumatic time. I am pleased to announce that there is life after BankCompany, although I would also have to admit that there is much about the bank I miss, particularly some of the people. Having worked in a consulting capacity for the bank during the past year, I am amazed, disappointed, yet not surprised at the changed culture. They have really thrown out the old, much of which I cherished, and come in with the new, much of which I loath.

Enough with digging up old bones, how is everything with you? I would hope we could get together to match notes, catch up, and generally re-acquaint. How about breakfast at the restaurant on Yosemite, just south of Arapahoe? I have been traveling to beautiful Peoria, IL (and other exotic environs like Renville, MN, Grant, NE, and Alpine, TX) about every other week, but would make it special if we could get together. Give me a call, or send me an email with a date that fits your schedule. How about this Thursday?

Thanks again for the thoughtful Holiday gift. I will probably look at it daily and recall the special friend that sent it to me.

Happy New Year.

Jared Grantholm

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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.