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"However, doing a good job is no longer enough in many organizations.
The strategies in this article are designed to prepare you better, reduce your anxiety,
and help you achieve your raise and salary goals."
by Randall S. Hansen, Ph.D.
There will come a point in your tenure with an employer when you realize that
you deserve a raise. As with most salary negotiations,
asking for a raise is often
uncomfortable at the very least and intimidating at the very most. But getting the
raise you deserve should not be such an anxiety-creating event, especially if you
follow the strategies outlined in this article. In fact, to better help all workers, this
article describes both short-term and long-term tips to ensuring that raise
negotiations are professional -- and minimally stressful.
Before we get to the tips, one element is critical to your success: timing. Timing
refers to the company's policies and procedures in terms of the amount of time
between reviews and raises -- and when it's "acceptable" to ask for a raise. And
timing refers to the company's current financial situation as well as the general
economic climate. And, finally, timing refers to where you are in terms of your
work and major projects. Obviously, it makes sense to ask for a raise:
- within the normal parameters of company policy;
- when the company is in sound financial standing, and
- when you have just had a major success.
One other thing to remember. Generally speaking, if you are doing your job
well, then your boss expects you to ask for a raise -- and ideally is prepared to
offer you one.
However, doing a good job is no longer enough in many organizations.
The strategies in this article are designed to prepare you better, reduce your anxiety,
and help you achieve your raise and salary goals.
Short-Term Strategies for Getting that Raise
The following strategies are things you can do now if you have an upcoming review
and/or want a raise sooner rather than later.
1. Develop a plan. The most important thing you can do is develop a plan
for your raise meeting. Schedule an appointment rather than just walking in and
asking for a raise. Have a strategy -- even develop a script you want to follow.
2. Know what you're worth. Examine all aspects of your job and then
do a little research to determine your value - both inside and outside the company.
Talk to someone in the human resources department and see if you can get pay
scales for jobs that are similar to yours. Use a
salary calculator or other salary sources
and determine the salary range in your geographic area. See our
Salary Resources section.
3. Be realistic. Even if you are a superstar, and even if you were hired at the
very lowest starting salary, most employers will not give you a raise that pushes you to
the top of the salary range in one shot. (And they'll never pay you a salary outside the
range.) Most employers look at raises in terms of percentage increases.
4. Focus on what you deserve rather than what you need. Your employer
doesn't care if you can't make ends meet because you just bought a new house or a new
car -- that's a personal responsibility issue. Focus on why you deserve a raise -- how
you've added value to the department and the organization -- rather than any personal
needs for a raise.
5. Track contributions and accomplishments. Think of the raise meeting as
a job interview. To get the raise you deserve, you need to demonstrate all the positive
contributions you have made to the organization - not only for your boss (who should
know but doesn't always), but also for whoever is the final decision-maker in deciding
the size of your raise. Bring support material -- such as a spreadsheet with your accomplishments --
with you to the meeting. Consider using something like this
accomplishments worksheet.
6. Demonstrate commitment to department and organization. Show
how you have taken on new projects and assignments, acquired new skills, furthered
your education or training, and added new certifications or degrees. Demonstrate how
you add value to the department and the organization.
7. Be flexible and open to other options. Never go into a raise meeting
with an ultimatum -- unless you're prepared to deal with the consequences -- and be
prepared to compromise about the size of the raise. And if money is tight, consider
other options/perks that you may able to negotiate for in the short-term to compensate
for the lack of the raise. See sidebar (above) for some ideas. See also,
Clever Ways to Get a Raise:
Perks you Might Not Have Thought About.
8. Focus on the future. While you want to focus on your many accomplishments and
contributions to date, you also want to show how you plan to continue contributing to
helping your boss, your department, and your organization.
9. Understand the employer's position. There are many other factors besides
worth that go into raises, so be sure you understand department and company politics. It's
also a good idea to have an understanding of how your boss feels about raises and your
standing within the department.
10. Have a strategy, but let boss take the lead. Just as with
salary negotiations,
you never want to state an actual amount that you want. Instead, let your boss make the first
raise offer. Once an offer has been made, take a moment to consider it before you react to it.
Review all negotiation strategies in our
Salary
and Job Offer Negotiation Tutorial.
11. Write a follow-up memo after the meeting. Once the meeting is over, write a
follow-up memo summarizing the meeting, demonstrating your value, and highlighting your
accomplishments -- and send the memo to your boss as documentation. If you get tongue-tied
in these types of meetings, you might want to prepare the memo before the meeting and use
it as a basis of negotiation in the meeting.
Long-Term Strategies for Getting that Raise
So, if you are not in a position currently to get the raise you want, what are some things
you can do to prepare for a raise meeting down the road? The following strategies are things
you can start doing now to build your negotiating power for that future raise.
1. Set the stage for a future review. If your boss tells you it's not a good time
for a raise meeting or if you don't get everything you wanted in your last meeting, now is the
time to set the stage for a future meeting. Ask your boss for suggestions on how you can
improve and how you can make more contributions to the department and company so that
you can get to where you want to be.
2. Raise your profile within the department/organization. We're raised as children
to work hard and be modest, but you cannot assume that anyone outside yourself really knows
all that you do for the organization. Begin building your brand -- your reputation -- within and
beyond your department.
3. Find a mentor in the senior management of the company. Having a person
higher up in the organization to mentor you is valuable for a number of reasons, but it's
certainly helpful in terms of getting the raise you desire. To find a mentor, identify someone
higher in the organization you admire, and test the waters by asking advice. If there seems
to be rapport, begin to slowly build a mutual relationship.
4. Do a more thorough job of tracking accomplishments/achievements. If you
are having trouble remembering all your accomplishments and contributions, now is the time
to begin keeping a diary of all your successes. Keeping such good track will not only help
you for your next raise meeting, but will have you better prepared for the job-search if the
need or interest arises. Read our article,
For Job-Hunting Success:
Track and Leverage Your Accomplishments.
Final Thoughts
In many situations, getting the raise you deserve will indeed take a lot of
planning and strategy on your part. From reading this article, you should
now see that raise meetings often combine elements of job interviewing
(tracking contributions and accomplishments) and salary/job offer negotiation.
Take the time to be prepared -- and you'll have better success than if you don't.
For a quick review of the strategies discussed in this article, read our
Do's and
Don'ts of Requesting a Raise. Finally, be sure and avail yourself of all the
wonderful tools we have in the
Salary
Negotiation Resources section of Quintessential Careers.
Other Possible Perks Besides a Salary Increase
Design your own incentive program. One-time bonuses are
easier on companies, so consider developing a system for your boss
where you challenge and push yourself with the commitment from the
company to reward you for achieving various ambitious goals.
- Consider non-cash perks, such as a compressed work week,
flextime, telecommuting days, a reserved parking space, better
workspace, or more vacation time.
- Ask for career development perks, such as new work assignments,
cross training, more education benefits, more professional
development or conference travel money.
- Request a change in career track or job title to better position
yourself for promotions and raises in the future.