Ask the expert: First do your homework

Q. I have come across a great opportunity which involves overseas travel, paid for by a fellowship. Assuming I get in, I think it will really enhance what I can bring to my company given that we're in the "intellectual capital" business.

But on going to sell it to my boss, I ran into a great deal of resistance which sounded more about her not wanting me gone (as in "who will do your job?") than the bigger picture, which I see as including self-development for high-performing staff, and I know I am one of those. I get the feeling that no matter how good my selling, she won't be buying.

A. You need a crash course in influence. First, see if there are any company policies and procedures that back up your expectation of development - you can use those as a bit of leverage, which she may need in order to convince her boss, as well.

Think through what benefit this has for the company. Will the fellowship make you a better employee? Perhaps there could be some positive media attention to your company because of the fellowship. Then, be realistic about the costs. Do you expect to be paid, or are you using annual leave or unpaid leave?

And what about coverage for your responsibilities? To the extent that you have thought through these issues and generated some reasonable ways of assisting with these costs, you are closer to persuading your boss.

Then, ask her only to think about it, and ask her what concerns she has. Try to find out what worries her. When she is done, restate them, "So, you are worried that ... "

If she agrees that these are the problems, and you can get back to her with solutions then or later, you are well on your way to gaining her agreement to your travel.

Be aware that if the company does support you, they may want an assurance that you will work for a specified period after the fellowship, or repay their investment.

I'm happy enough in my job but I don't like the atmosphere in the office much - maybe I'm a loner - and have been wondering about taking on contract work.

But it's a big step to essentially go freelance, and I wondered if you could give me some idea about how I might go about working out if this is a worthwhile path to take.

Liking your job, but not your office, doesn't sound like a great reason to become a contractor. And being a loner can be very difficult when, as a contractor, you need to go out and network to establish business relationships and constantly sell yourself to keep the contract work coming in.

Maybe you need to figure out what it is about the atmosphere that makes you uncomfortable. Use your work diary to try to identify projects, people and events that you are looking forward to, or that you dread.

Friends may be able to help you identify what is and isn't working in your current office.

After that, you can decide whether trying some change in your current job, changing employers, or striking out on your own is the best option for you.


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