The theory of evolution essentially states that a certain
species of ape has evolved over a long period of time to become
a man. Through natural section, the primates that were the
fittest, strongest, and most able to adept to their environment
have become suit wearing, corporation leading moguls trading
stock options instead of bananas. Changing who you are as a
person takes long periods of time, so why do people looking to
get a leg up on those around them think that they can read a
book that will instantly change their lives or who they are as a
person.
Some people also think that by reading a book on becoming a
better salesperson or leader, they can alter their personality
traits within a weeks or months and become a more evolved
business professional. Becoming Joey P is not about becoming
something that you are not, but instead we want to to show you
how to enhance your better qualities while trying to minimize
the impacts of your negative ones. No amount of books can make a
passive person aggressively try and reach their sales quotas for
the month; instead they need to use the strengths that make them
a valuable asset to their company to find the areas and roles to
achieve success.
During a recent case, I consulted with an employee who was
really nervous about trying approach his company about forming a
partnership with his own consulting firm, whereby he would no
longer work directly for them, but would instead contract his
services on a per project basis. He finally wanted to start his
own business in something that he was good at, and had worked
out outside of the office to build up a small clientele. Not as
concerned with maintaining a steady income, this employee
decided that he was now ready to move out into his own. His list
of customers would be enough to support his business, but felt
that if he could somehow came to an agreement with his current
employers for some contract work; it would be more than enough
to pay for his start up costs (and of course, alleviate the
fears of his wife).
He had read some books about negotiation tactics, and going for
the hard line sell based on sentimentality he had "experience"
recently in his life , but was worried about getting seen in a
negative light and losing both his job, and the freelance
opportunity with them. He had built a great relationship with
the principle owner and was highly regarded in the company, but
he had reached a turning point in his growth and development
with his branch of the company, since the board of directors
where focusing on other aspects of the business after he had
worked hard to grow it beyond their expectations. They firmly
believed that they had reached the saturation point in that
market, and while they valued his expertise, and wanted him to
work on other projects, this would be taking him into fields
that were no longer his strength or the direct he wanted to take
with his career or his consulting business.
In discussing the situation with him, it became very clear that
his holding on to this event gave him the confidence to approach
the owner and discuss the situation with him, as well as the
fortification he needed to carry out his ultimatum. We decided
that while it was acceptable for him to use that event as a
cause for his meeting, it should not be used as a reason to
refuse what was sure to be a counter-offer to stay with the
company. He needed to assure the owner that he was as committed
to the success of the company as he ever was, but that he could
best serve the company in a new position. We found economic
benefits to paying him on a per project basis, which included
saving due to no longer covering medical and dental, which in
turn mean less cost to the company. We also showed how he can
train key members of the existing team to pick up some of his
non-critical duties and that he would still be around to answer
questions during a pre-determined transition period. In no way
would he be leaving the company at a disadvantage, and produced
enough points to show how both sides would benefit from this
situation.
The meeting was a success for one simple reason. He did not try
to become someone he was not, but instead become his own version
of Joey Political in order to show a win-win situation where all
could be happy with the end results.
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