Asking For a Raise

You deserve a raise. Tell that to your boss, however, and you probably won't receive a favorable response. Planning is in order. Determine the right time to pop the question and explain why you're worthy. Be prepared to respond to a lesser offer and know how to keep your cool.

BROACHING THE SUBJECT Timing is everything. Consider your company, your boss and yourself. Your company should be experiencing revenue growth. The boss should be in a good mood and not too busy. Your contributions should be indisputably crucial. If possible, request a meeting in person. Use the phone or e-mail only if necessary. Ask the boss to schedule an appointment, said Andrea Kay, a career consultant and author located in Cincinnati. Preferably, ask for a raise before you want to receive it, said Francie Dalton, president of Dalton Alliances Inc., in Columbia, MD. Secure an agreement in advance stating what's required to earn a raise. This will establish your boss's commitment beforehand. Waiting until after you've delivered achievements to request a raise is a defensive strategy and weakens your position. PRESENT GOOD REASONS After sitting down face to face, give your boss specific reasons why you deserve a raise. According to Dalton, some reasons may include: You consistently surpass expectations. You can document that you're doing the work of a higher salaried function as requested. You take initiative and produce beyond what your job description requires. Your work ethic surpasses your peers. Your skills, knowledge or competencies are more expensive to replace than the raise you are requesting. The loss (even if only temporary) of your skills, knowledge and competencies would be a significant hardship to your employer. The transfer of your skills, knowledge or competencies to a competitor could hurt the competitive position of your facility. You can document a history of inadequate percentage raises compared to others in the organization. The revenue you generate has increased by a ratio much greater than the ratio your salary has increased. You helped your organization to meet its goals on a timely basis. You helped the facility create a positive public image. Don't just list reasons; back them up with specific examples, added Kay. For instance, explain how you saved a key client relationship. You researched a problem, followed up, tracked delivery and turned the situation around. If you hadn't acted, the facility would likely have lost business. Prior to the meeting, conduct research to support your request. Dalton advises that you: Obtain a compensation study by a reputable firm comparing similar jobs in your geographic area and showing that your salary is under market. Contact an employment agency and request a letter explaining what you're worth in the marketplace. Get recommendations or references from internal customers. Keep a log of your hours and outcomes. Gather job descriptions of others which reveal you're exceeding job expectations. RAISE POINTS In addition to examples, make important statements while presenting your list, noted Dalton. Start the conversation by saying, "When we met at the beginning of the review period, we agreed that if I achieved the outcomes on this list, I would be entitled to a raise." When discussing salary data, ask your boss this question: "What is your understanding of the market value of someone performing my function in this geographic area? Would you be surprised to learn that it's actually $60,000?" Stay away from statements such as, "I deserve a raise because I've been here a year," Kay said. "Document and show your boss how and why you are valuable. Use action verbs that describe what you did and the specific result. Look at your department's goals and your job and tie them into the conversation," she added. TALK DOLLARS Be prepared to discuss the desired amount, especially if you initiated the discussion. Base it on the industry data you've gathered, Dalton stressed. According to Brad Turkin, executive vice president of Comforce Corp., located in Woodbury, N.Y., "Aim for 2 percent above what you want. However, there may be other acceptable non-financial rewards, such as extra vacation time. Be clear on what is agreeable." COUNTER A LOW OFFER There are many ways to respond to an unfavorable offer. Consider in advance how you would respond. "Respond with complete and protracted silence and physical stillness, while looking your employer directly in the eyes. Let her be the first to speak next. This alone could evoke an improved offer," suggested Dalton. Alternatively, depending on how insulting the offer is, you could say, "That's simply unacceptable," and return to your desk, leaving your employer wondering if you're going to start looking for another job, she pointed out. Or, try to reach a resolution. Kay suggested saying, "Based on my increased responsibilities, that seems low." Wait for a response. If nothing, then ask for a review in 3 months. Another option is to accept the extra money and consider looking for employment that provides more appropriate compensation. "But don't just leave for the money. Oftentimes, that's not a good reason to take another job. Thoroughly evaluate the advantages of your job before jumping ship," Kay advised. If the company is unrealistic, but your request for a raise is realistic based on your research and performance, it might indeed be time to move on, said Turkin. RESPOND TO A FLAT-OUT 'NO' Suppose the boss said, "Our budget is maxed out. While you're a stellar employee, unfortunately I can't afford to give you a raise right now." Several options still exist. If you're at a higher level, deferred compensation may be possible. If your job is sales or quota-related, try to negotiate a higher percentage bonus or commission compensation, suggested Dalton. Set a date in writing when the raise will take effect, with a commitment to make the raise retroactive. If everything fails, thank the boss for her consideration. Express disappointment, but say that you understand. Ask when you might revisit this topic so that it might coincide with the development of the next budget, added Kay. STAY COOL, CALM & COLLECTED Asking for a raise may seem stressful, but it shouldn't be if you've earned it. "If you emit a lack of self confidence, you'll likely be unsuccessful. Take time to document, quantify, compare and analyze your contributions. If you can't convince yourself you're worth it, you won't convince the boss either," asserted Dalton. Kay pointed out that employees should practice what they will say before the meeting. Think of questions your supervisor may ask and prepare responses. Don't memorize your words, but anticipate objections and how to respond. Take a deep breath before responding to something unacceptable, so you don't do something you'll regret. Don't threaten to leave if you're unhappy with the outcome. Consider this a business conversation. Most importantly, stay professional. Karen Appold is a freelance writer. <% footer %>