I’ve finally received the details of the package.

So … this week has been about understanding the financial aspects of taking the leap.

There’s lots of information to go through and many things to consider …

• Understand the various severance options
• Review details with a lawyer
• Tax implications from an accountant
• Continuation of benefits / insurance coverage
• Etc …

I’ve been planning these activities the past few weeks so basically it’s meeting with a lot of people and going through the details to understand my options.

I know that I will be taking the leap … it’s at the point of mitigating the risks.

The two main risks that I see are:

1. having enough of a cushion (cash) to live on while I build a sustainable business
2. ensuring my family is taken care of if something happens (insurance / benefits)

I know that I will succeed with the business … It’s just that I want to have enough detailed information so that I can make the proper decisions now … that will carry me forward.

What’s the worse thing that can happen?

As long as I make sure that we have proper insurance coverage … in case something tragic happens … the worse thing that can happen is … the business doesn’t make any money … in 12 months I dust off my resume … and get another job as an IT manager.

If I make the right call now … I might be able to stretch out the cushion an additional 2 or 3 months.

If I make the wrong call … I may only have about 10 months (this could even be less as I continue to create even more ‘worse case’ scenarios).

Perhaps I’m getting to caught up in the details … I always feel more comfortable having all the information … all the possible scenarios figured out … before making a decision.

I know as an Entrepreneur I will need to get comfortable with making decisions without having all the information … but I know my success will be determined by how much prep I do in the beginning … so that I can start on the right foot.

This weekend I’m going to be running the numbers through the various scenarios.

This will satisfy my need for information / planning ahead / reduce risk and banish the worse case scenarios from my mind.

I will then be able to focus my undivided attention to building the business.

This week I told my boss and my team that I did not apply for any of the new internal positions … that I will be taking the package … that I will be leaving.

It caused quite of spin.

It’s interesting to watch how people react to the changes going on around them.

Most people were quite excited for me … way to go!

Others were worried about me … had I thought everything through?

Some were more focused on how this affects them.

I find it fascinating to watch the group dynamics … the ebb and flow … the emotional energy … that moves around a group of people.

There is so must power within this energy.

It’s too bad that most people don’t even see this energy

They don’t even realize that they are caught up in it.

It’s this energy that good leaders will harness.

They see how their actions impact this energy … they know how to mold it … to shape it … to bring the best out of people.

I wish more people would just notice it … that would be a good first step.

Over the past week I’ve had more advice (both solicited and unsolicited) then I can recall in recent history.

The piece of advice that is coming up most often is … you guessed it … sales (and marketing).

In a nut shell … the advice is … to make it on your own … you will need to learn how to sell.

At first I thought … groan … I hate sales.

But … as I thought more about it … it made sense … if I want people to purchase my services … if I want to make a living … build a thriving business … then I will need to learn how to sell.

So … this week … my goal has been to understand sales.

There are so many aspects to sales and marketing that I need to understand.

I’ve come up with more questions then answers … some of them are:

• What is my brand … my niche?
• Who is my Customer … who is my Client?
• What do they need? What do they value?
• How can my products and services help them?
• What are the benefits of my products and services?
• How can I influence them to see the benefits of my services?
• What is my USP … unique selling proposition?
• Why pick me over all the other possible success coaches?
• How can I sell … what do I say … how do I act?

What I’ve realized is that … this is only the beginning … sales is not something that you study for a few weeks and … voila … you have the skill.

It’s something we have been doing since we were born … that we are doing today … and … will continue to do until the day we die.

Every interaction we have … every impression we make … every word we speak … affects the sales process.

Very quickly I’ve come to realize … based on an excellent conversation over lunch (thank you Alex) … is that the key to successful sales … it to build relationships … to build connections … to establish trust … and ultimately … to help people buy.

Now this is not some gimmick to persuade people to buy your product or purchase your services.

Because the goal is … to help people buy … without trying to sell your services.

Yes … you heard me … without trying to sell.

This is truly an outstanding concept … and I feel that I’m just touching the surface here … that once I truly embrace this … that this would really work.

It just seems to make sense … the best sales interactions that I’ve ever had … two things were present.

1. The sales guy (or gal) I was dealing with wasn’t trying to sell me anything
2. I felt that the sales gal (or guy) had my best interest in mind

I recall a time when a salesmen even told me that his product was not right for me.

Now is that powerful or what … instead of pushing the sale … and potentially damaging the future relationship … assuming that I would be dissatisfied … he told me that the product was not right for me.

I’m going to be applying this concept over the next few weeks … and I promise to report back how successful it is.

Something’s going to happen.

I have a feeling … my intuition is telling me that something is about to materialize.

My peers and coworkers tell me that everything is fine … that everything will be ok.

Am I being paranoid?

I just don’t know … there’s just too many coincidences … just too many situations to just brush off.

Here are just a few of the signs:

• New VP brought in to lead the department … he has a history of aggressively making changes wherever he goes … his objective is to transform the area … he is also a contractor … will make his impact and move on
• New VP begins by bringing in an off-shoring company from India
• Existing Director (old boss) leaves because she does not agree with new VP … this in not a good sign since I’ve aligned myself with current boss
• Rumors start to circulate about a reorganization within the department
• New VP commits to deliver his first project (based on very aggressive timeliness) … begins by assigning new development to off-shore company
• Team begins to work very aggressively to meet project dates … working long hours (up to 80 hour weeks) … vacations canceled … working over Christmas and New Years … major burn out begins … a few casualties along the way
• New Boss’s style is very hands on … feels like I’m on a short leash … being micro managed
• Long term contractors are being let go … and being replaced by off-shore resources
• Begin to feel more and more out of the loop on what is happening within the department.
• Entire department feels that they are being lead by intimidation not inspiration

It doesn’t look good.

It’s like I’m able to see things from a different perspective.

Everyone else seems to be going about their normal business … caught up within their existing patterns and habits … holding on to what they know.

Something is going to happen … and it’s going to happen soon.

New boss asks to know the vacation schedule for the next few weeks and asks that any new requests for vacation must be cleared through her first (normally I approve vacation for all my staff) … I’ve seen this before … a few years ago we went through a similar situation … I know the signs.

The writing is on the wall.