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04 Final Offer From Company

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This is the fourth and final letter of a four-part series. The job offer has been made and countered. The company is coming back with their best and final offer. The tone of their letter is friendly, businesslike, and optimistic--a good sign. Yet they're denying--or not mentioning--several things David asked for.

ABC Manufacturing raised the bonus 2%, and made some other concessions. But quite honestly, David was disappointed that they didn't meet his $100,000 base salary request. He said he was neutral on the offer. The job itself was an 8 on a scale of 10. But the salary was low. He decided to call them back and ask for $90K, which he did. They accepted, and shook hands on the deal.
All in all, it was a big win for everyone. You can see by the agreement that both parties view this as a trial marriage. Relocation and severance don't kick in for six months. This is a small company with $6 milion in sales. A larger company might have written these into the initial offer and not quibbled about them.

ABC Manufacturing, Inc.

January 17, 20––

David R. Willford
2200 North Forsythe Road
Los Angeles, CA 89900

Sent Via Fax: 818-723-9996

Dear Mr. Willford:

We have reviewed the points you have raised in your January 15th letter.

Before addressing those points, I would like to reiterate our commitment to give you all the support needed to make this a successful "marriage".

As we discussed in our meeting, we have been nurturing and supporting this company for the last 10 years and have brought it to this level of stability. The company is positioned for very high potential of big profits. As a newcomer you can see that a lot of hard "leg work" has been put in to bring it to this level. Now we are looking for an executive to take the challenge of reaping the benefits.

We understand your requests. We would not have had any problems with meeting all of your requests, had the company been in a position to do so today. Nevertheless, we are ready to commit to the following:
  1. Severance Pay: Severance pay to be considered after you have permanently relocated to Orlando, which is assumed to be six months from your starting date. Your permanent relocation will be the indication that both parties are comfortable to continue the relationship. From that point on ABC will commit to you six months of severance pay anytime your employment is terminated without cause.
  2. Base salary to be $85,000. Bonus program to be the greater of 6% of net profit or 0.5 cents per pound of product sales over 30,000,000 pounds. Sale price to be within the company pricing guidelines.
  3. Relocation: ABC to pay 50% of your expenses up to a maximum of $10,000, this amount to be paid upon your permanent relocation to Orlando, Florida (i.e. after six months).
I trust that you will be in agreement with the above, so that we can move on to accomplish our ABC Super Bowl goals!

Thank you and I look forward to hearing from you.


Ronald Lando

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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.