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Career Planning: \\|//
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It is never too early to think about how you can better your circumstances when the time is right. This doesn't mean that you should begin scheming for a raise the second day on the job, but it does mean that you should begin to understand and prepare for the day when you will want to approach your boss to discuss better compensation. You will need to be clear about the best time to discuss an increase, the nature of the increase, and a strategy to position yourself in the best way possible to prove you have earned it. Businesses operate to make a profit, but you're not slogging your guts out just for the fun of it. How do you speak up for yourself and get paid what you're really worth? Here are a couple of facts to be aware of: · 59% of employees have never asked for a pay rise. · 75% of the ones that get up the nerve to ask do get what they want. What are you waiting for? Bosses don't just give pay rises because they're really nice people and think you deserve it, they're running a business. Even if it isn't their own company the amount in their pay packet is determined by the profitability of their department. If your pay packet increases, their profit margin decreases, so they're in no hurry to give you more money. However, that's not your concern. You want to buy a new car, move house, start a family or whatever it is you want the additional money for. It's no one else's business what you want it for: you want it - you deserve it - and you're going to have it! Oh, and you are NOT going to whine for it! Speak to him as an equal and don't think of this as going to someone with your cap in your hand begging for a handout. Walk in there, stand tall and present your case. Presenting a solid case for yourself increases your chances of getting what you want. TIMING IS EVERYTHING How much time should pass before you should think about your next salary increase? If you have agreed with your employer during negotiation that you would work for a specific amount of time and then qualify for an increase, be sure to remind them of this issue a month before the time the higher salary should go into effect. This notice will allow for any unresolved issues to be cleared up in preparation for paying the higher salary. If you did not have this type of agreement, the time to begin reflecting upon a salary increase is now-the moment you are hired, or as soon as you received your last raise. Don't expect that your employer will automatically reward your performance. You must demonstrate that your performance is of a consistently high quality to prove to your boss that you deserve a raise. As we'll discuss, there are strategies that you can begin using immediately to ensure that your achievements are noticed. Then it is up to you to ask for a salary adjustment. The two best times to do it are the following: 1. when praised for work you have just completed; 2. when major changes occur in your job responsibilities or tasks. IT TAKES THE RIGHT ATTITUDE Attitude determines how well you will do in anything you attempt. You often hear the following kinds of statements when it comes to raises: - Employers do not give salary increases, employees earn them. - You have no right to an increase, you have to earn it. - You have the right to a salary adjustment due to inflation or an increase in the cost of living, but you have no right to an increase based on merit. If the above statements are true, it is up to you, and you alone, to show your boss exactly why you deserve an increase. To do this you must know when enough time has passed to begin this kind of discussion, as well as what type of increase you want and are entitled to get. THE NUTS AND BOLTS OF ASKING FOR A RAISE There are two types of salary increases: - an automatic revision to reflect an increase in the cost of living; - an increase to reflect your merit or to compensate for your performance for efficiency. By focusing on these two parameters, you can increase your salary/benefits. Be sure you understand if you are talking about a cost of living increase only, a merit increase, or both. When you finally open the subject with your boss, have your homework done and approach him with two firm objectives: 1. Be very clear on the amount of increase you want. Find out what the standard cost of living raise is and be prepared to ask for at least the minimum amount. To be worth the effort, a merit salary increase should be from 5 to 15 percent of your existing salary. Set a minimum level under which you will not accept the increase. When you turn down an increase you may cause your employer to become concerned that you will leave. This will likely make him more generous the next time. 2. Set a time period for this increase to take effect. If you want an increase in one month, you will likely get it in one month. If you want it in one quarter, you will likely get it in one quarter. Prepare to discuss an increase with your employer in a timeframe that will allow him to consider it sufficiently and still begin when you wish. SEVEN STRATEGIES TO PROVE YOU SHOULD EARN MORE Your "visibility" is essential to justify your demand for a salary increase. Understand and use all the means at your disposal to make sure you are "seen." It is essential that your work record and results are at the highest level prior to the time you request an increase. Remember you are generally not observed eight hours a day, five days a week, by your boss. He is often unaware of your performance and the results you have achieved. You must therefore tell him (as well as the other members of the organization) your most important accomplishments. To maintain or increase your visibility, here are nine ideas: - Communicate your results to your boss verbally and in writing. Send him regular updates of your activities and underline major ones. - Be active and be seen during working events and exhibitions, without stifling others. - Accept speaking engagements where you represent your organization. Be sure to inform your boss when you do this. - Write papers or articles promoting your division/organization. - Become an expert witness, if appropriate, in your field of competency. - Try to be quoted in print for the work you have done (get your name in the paper). To achieve this, approach journalists and provide them with nonconfidential information for an article. Provide them with press releases. - Give conferences or courses at colleges, universities, professional associations, training centers, or community centers in your field of expertise. EIGHT WAYS TO "UP THE ANTE" IN YOUR FAVOR Here are some more tips that have proven successful at increasing, your chances for a larger salary adjustment. - Identify what your department/division/boss needs the most-and then let him know you have done it. - Select the achievements and missions that are essential and of most importance to your boss and carry them out in priority. Make sure the achievements you carry out are important to him and not just to you. - Identify two or three tasks your boss dislikes and ask to do them for him. - Get results that are beyond what is usually expected for the job. - Do your work as if you had already received the increase you desire. - Work, behave, and dress at the level of your boss. - Keep a private log of your achievements. Every week spend five minutes jotting down the most important tasks and results you achieved during the week. - Keep a log of all suggestions and ideas you have discovered and/or implemented to improve productivity. THE NITTY-GRITTY: THE FIVE STEPS OF ASKING FOR A RAISE You've been at the job for six months or a year and you are ready, to ask for a raise. What do you do now? Step One: Timing. Establish that you are not jumping the gun. If you work for a company or agency that has annual performance and salary reviews, do not expect that you will be the exception for an increase in six months! In many hiring interviews, the time that an increase can be discussed has already been determined and agreed upon. Honor any agreement you have made in your hiring interview, unless your employer tells you that they would like to discuss an increase before that time arrives (and thank your lucky stars!) Know the company policy and know if your contribution will allow for you to discuss an increase at times other than those already established. If there is no company policy on this issue and you feel you have performed above expectations or have recently been given new responsibilities, you may want to broach the subject with your boss. Step Two: Amount. Establish the amount or percentage of increase you want before beginning any discussion with your boss. Your suggested increase must be fair and reasonable to your employer and must be able to be justified by your contribution. If you ask for a 30 percent raise after six months without some major facts to justify it, you will accomplish two things you don't want: you will not get the raise, and you will likely show your employer that you are a person who cannot be trusted to make good judgments. If, on the other hand, you have increased profits by $200,000 in less than one year, you can risk asking for a larger-than-normal increase, and you will be respected as a person who knows his own value. Step Three: Be Armed with Information. Establish your contribution by outlining the ways you have excelled at your job. Take the logs you have been keeping with your achievements and ideas to the meeting (you have been keeping a record, haven’t you?). Show exactly how you have increased profitability or effectiveness. Show exactly how you have decreased loss and errors. Never attend a meeting where you are asking for increased compensation without showing at least six concrete ways you deserve it! Step Four: Set Up the Meeting. Only after the first, second, and third steps are completed should you set up a meeting with your employer to discuss a salary increase. You should ask for a meeting with the person(s) responsible for your position at a time that's both convenient to them and that still allows you to have a decision about an increase in the timeframe you desire. If you know that you wish to have your raise effective in one month, you should try to schedule the meeting at least six to eight weeks in advance of that time. This allows for your employer to think matters over and set in motion the procedures needed to allow your increase to take effect. Select the time of day that you know is the best time for your boss, which might include after regular business hours. Ask for enough time for make your case well; if you feel rushed you might forget to talk about something important. You may need to negotiate this raise so be sure you are prepared with the absolute minimum amount that you are willing to accept. Finish the meeting by outlining what has been covered and who will be responsible for the next step. If you need to get your terms in writing, establish who will be responsible for writing the agreement. Step Five: If It Doesn't Go Your Way. In the event the meeting does not have the outcome you desire and you are not given a raise (or too small a raise), thank your employer for meeting with you and remain polite. Try to establish what you need to do in the future to ensure you do get the raise you want. Outline with your boss the criteria you will be judged on, so you have exact and specific goals and priorities you can work toward. Write down the expectations your boss has of you so that there can be no misunderstanding the next time you meet. Clear up any problems that have existed in the past so they are not repeated. Leave the meeting knowing what you can do to become a better employee. Finally, if you feel that you were denied an increase (or offered too little) for unfair or unjust reasons, and there is little hope that you will be happy if you remain with your employer, you may need to think about the next job you will seek! ANOTHER TAKE ON HAVING THE "DIFFICULT CONVERSATION" Getting a pay rise 'BECAUSE I'M WORTH IT' · Set up a meeting to discuss your pay rise. If possible schedule the meeting for a time when your department or company has just experienced some sort of success. Don't schedule it in the week before a major deadline; your boss will be distracted and won't take kindly to your proposal. Don't tack the conversation on to the end of your yearly review. · Set the meeting up through a PA or by email. Approaching your boss in the corridor increases the risk of the response: 'Is this going to be about a pay rise? Forget it!' · Review your job description and see if there have been any major changes in your workload since the last time you got a pay rise: 'When we last discussed my job description my responsibilities were x-y-z, but now they also include a-b-c; do you not agree that perhaps the salary should also reflect the added responsibilities?' · Gather your thoughts on why you feel you deserve more money. A common mistake is to treat this issue as if it's personal: 'If she likes me she'll give me a raise. You then set about trying to get them to like you, which ends up making you look smarmy. · Think of this as a business decision on their part: 'I feel I deserve more money because I am an integral part of the success of this team. "Attaching the woofer to the tweeter" is an important part of what we do here and as the recent early completion of the Harrison job indicates, as a team we are very successful at meeting our targets. Some of you will say: 'Oh I could never do that; it sounds far too pushy. Do you want the money or not? · Do some research into what the going rate is in the industry for your job. Nowadays every major newspaper has a career section. Look through the adverts to see what sort of salaries are being offered for jobs like yours. If you find that by some miracle you're already earning over the odds, then the information is of no use to you. If you're underpaid then it can be helpful. Resist the temptation to lie; your boss will know what the going rate is and you will look foolish. 'I've checked around and it seems that the salary range goes higher than my current salary. I am currently making 22K, which, while not at the bottom, isn't at the top either. How would you feel about 23.5K?' You want to acknowledge that they aren't the worst payers on the planet and you want to show that you're not trying to take advantage by asking for the top whack. · Don't whine. You must be sure to keep the tone of this discussion positive. It may be against the national culture to bang one's own drum, fair enough, but you are trying to sell a product, yourself, and by the nature of that action you do have to 'put yourself forward' just a teeny bit. It works better for the process if instead of saying: 'I'm doing a really good job' (which can be hard to say) you can say: 'It would seem that the job is being completed in a more than satisfactory fashion. There can be no doubt that the customer is now getting their chips before they get cold, which must surely be a good thing?' In other words substitute 'the job' for 'I' or 'me. 'The job seems to be going well', would probably be easier for you than: 'I'm doing a really good job, aren't I?' If for some reason your request is not granted: · Don't make a fuss. Thank you for your time, I'm sorry you feel that way' and leave it at that. Then start smartening up your appearance and leaving on time. This might make them think you're going to job interviews and they might change their mind. · Don't get sullen, as a bad attitude might cause you to get the boot. · Make a case for improvements in your job. Set some targets and make sure you can achieve them. Document your results. · Wait three months and try again; be sure to highlight the ways in which you have improved your productivity since the last time. Getting promoted at work: How to ask for more responsibility, stake out your turf and get ahead in the office 'JUST GIVE ME A CHANCE AND I'LL SHOW YOU HOW GOOD I AM' It can be a dog-eat-dog world in an office. How do you cope if you're a poodle in an office full of pitbulls? You've been slogging away in the office and no matter how hard you try you never seem to make any progress. Your ideas are routinely ignored, you're constantly overlooked for promotion and even the trainee who started last month seems to be closer to the boss than you. The result of all this negativity is that you don't want to get up in the morning to go to work and most of your day is spent watching the clock to see if it's time to go home. That is, of course, when you're not on the internet. You're starting to wonder if it's all really worth it. Chances are that working is a necessity not a hobby, and if you're reading this book you're clued up enough to know that you can change your circumstances if you really want to. So how did you end up in this position? There could be lots of reasons. It's the wrong job, it's the wrong company for you or you started off on the wrong foot and have never caught up. It could be anything, but what's important is what do you now do about it. Life is too short. If you're doing something on a daily First you need to do a personal quick check to be sure that you're in the right place; then you can have the difficult conversation that will make it the right time for you, as well. Step One: Identify who the person is in the organization that you really need to talk to. Do not, I repeat not, do what most people do which is start a whingeing campaign. If you've never been in a managerial position you won't know this, so I'll share a secret with you: Part of being a good manager is knowing how to spot the malcontents. And don't be silly enough to think: 'Oh he's,, a rubbish manager, he won't have a clue about how, I'm really feeling:' Even the most rubbish of managers can have radar for that sort of thing. 'Loose lips sink ships' and more people have lost their jobs by mouthing off to the wrong people. Step Two: If you really feel the need to discuss it with someone be sure to discuss it with someone who is not a colleague. They'll be more objective, and it's safer: 'Listen, Dad, I'm going through a bit of a tough time at work and need to bounce some ideas around. Do -you have a moment?' Step Three: Treat this conversation as a project that needs to be planned. This is relevant whether you work in a kebab shop or a brokerage firm. Sit down and think through what you would like to see change in your working situation. Don't be afraid to put pen to paper, not necessarily to show to the peon you're going to talk to (though if you're that shy it might help to do that) but to clarify your thoughts. List what you would like to see different and alongside say how you think those changes could best be put into play. Step Four: Think about what you have to offer the company and if there are any faults about your performance. Then note ways in which you plan to correct the situation: 'I know my punctuality has been poor in the past, but I've now bought a pony and I'll be riding to work every day...' Step Five: Approach them and schedule a time to talk. Approach them with all the information to hand that you've compiled in Steps 1-4: 'Greg, thanks for taking the time to listen to me today. As you know I really like working here, but I can't help but think that I have even more to offer you and the company. I've been looking around and I've done some thinking on ways I could possibly contribute more and this is what I propose ... This is one of the conversations where tone (authoritative not whining) and body language (confident and positive, not negative and aggressive) are crucial. Step Six: Ask the person you have approached if there is anything the company would like from you that they feel they are not currently getting: 'Are there any expectations you have of me that I'm not currently fulfilling?' Step Seven: Ask the person you are speaking to how they see your future with the company unfolding. Be prepared that you might not like the answer, but also be prepared to present your own vision: 'How do you see my job developing over the next year?' Be aware of their body language and whether or not they are being receptive to what you're saying. Keep the conversation short, upbeat and be sure to thank them at the end: 'Thanks for taking the time to listen to my thoughts and I am really looking forward, if you agree, to implementing some of these ideas for all our benefit Always keep in mind if there's something that you want. Ask for it. You might not get it, but if you don't speak up you're guaranteed not to get it (except, if you are in a large organisation, for the standard yearly 2% almost everyone is getting). |
