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First, ask friends in similar positions,
companies, and industries what the market is paying. Check The American
Almanac of Jobs and Salaries, by Wright and Dwyer (Avon Books). Ask
your Compensation Specialist for tips. Question those in your
department who've gotten raises. What did they say to the boss? How did
he react? How did they time it? How big an increase did they request?
Notice how well your department (and company) is
doing. Is your manager complaining about cutbacks? Right timing is
essential. Don't suggest a raise when business is down. Prepare a
statement of major accomplishments. List your results, achievements,
and home runs. Give specific examples with percentages, numbers, facts
and figures. Make before-and-after comparisons. Write your goals for
next quarter. Rather than explaining your need for a raise as a
personal issue (my husband lost his job), present it in a business
framework. Explain how others with similar responsibilities are paid
(show industry research). And show your accomplishments and goals.
Never present your request for a raise as a demand
or threat. That makes you an adversary. Instead, take a questioning
approach supported with written facts. You could say: "I've
accomplished more than expected (show accomplishments), and I plan to
do even more next quarter (show goals). How do you think the company
would feel about paying X-dollars per month (indicating the raise)?
That's what others in similar positions are making these days (show
market research).
Last of
all, wait until your manager is on a personal high. People feeling
great are more likely to say yes. Don't expect a decision overnight.
Give the boss your ideas, then give him time to think. Chances are, if
you've really been producing more than expected, your manager can
justify a raise.
Copyright 1998 William S.
Frank All Rights Reserved
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Website Contents, Regina Pontow,
1997-2013