For What It's Worth

It was appropriate that the client was calling from his car. By any definition, Julian was a man in motion, in transition.

The formal subject of our conversation was a job offer. Julian had traveled across three states to meet with his longtime client. Their ten year relationship was built on mutual respect and appreciation, and now the organization wanted Julian fulltime. Not just as an employee, but as a supervisor and creative director.

The move would be a tremendous shift for Julian. As an independent contractor, he had designed a number of successful products for the company, working out of his home studio and then flying in for consultations on the development and execution of each product line. His positive experience led him to an unofficial role as a recruiter for other creative talent, bringing new artists and perspectives to the firm.

Now the company, settling into its own transition under new ownership, wanted to formalize all of its relationships with Julian, and he was psyched. He viewed the job offer as recognition of the quality of the work he had done, and the investment he’d made in the company.

The timing of the offer seemed to be perfect – if you have a taste for irony. As Julian had left home for the airport, he left with the knowledge that his marriage was ending. In some ways, it was not a surprise. But the events that brought this final realization of what now seemed inevitable still landed like a ton of bricks.

The weightiness of our conversation caused Julian to pull over to the side of the road. Too much to process while trying to drive.

He had a few days to prepare for his next meeting with senior management. The negotiations. It had been years since Julian had actually worked in an office. Now he had to assess things like vacation time. Health care benefits. Investment options. Performance measurements. And the biggest bugaboo of all – salary.

How could he know what he was worth?

We listed the more obvious ways of getting information—talks with people in the company, research on Internet salary calculators, comparison with industry rivals. And we talked about his demonstrated value to the company. That ten year relationship meant he was a known quantity, and therefore should be measured at the mid-salary range for the position. Add the reality that he would have three distinct job functions – designer, creative director and talent development – and Julian saw that he could negotiate from a position of strength.

And at the same time, Julian was not feeling particularly strong nor valued. The end of his marriage was devastating. In contrast to his professional success, he felt that all the effort he had put into his personal life ultimately meant nothing. He was a failure.

From his position by the side of the road, Julian described what excited him about his new job opportunity. Because of his long tenure, he already had relationships in place with several company employees; relationships he would need as he made the transition out of his marriage. He loved the setting of the company headquarters, and the natural beauty that surrounded it. He said that he believed he might be happy again sometime in the future.

I asked him to look around him, and asked if it were possible to see this moment, as we were talking, as a perfect moment. Somewhat startled, he paused and eventually said yes. The sun was shining brightly on the changing leaves around him, perfectly illuminating the transitional fall scene. The artist in him could not help but notice the beauty, and savor it.

My point to Julian was that he did not have to wait for happiness and joy in some far off future. There were bits and chunks of happy available to him right now. And he deserved them. Because he has value, whether his marriage survived or failed, and whether or not the new job worked out. He has value just as he is. And he was going to need to keep his awareness of his worth as he negotiated the transitions on the road before him.

Quote of the Day

You will never find time for anything. If you want time, you must make it.

Charles Buxton
1823 - 1871