your career getting a pay rise

64 Post Script May 2011

In these cash-strapped times securing a pay rise is no easy ask but if you do your homework and are realistic you are far more likely to be successful, writes Leanne Evans.

boss you conduct research to ascertain the market value of your current role as this will provide you with a good starting point in terms of the salary range you are working with.

‘You can do this by gathering information from your network of contacts who work in a similar industry and by comparing the information provided in various online salary surveys. If your present salary is below the current market rate then this information can be used in your salary negotiation.’

It’s important to be realistic and not let emotions or personal factors influence what you believe you’re worth. Ms Jackson recommends approaching the situation with ‘an open and positive mindset. ‘[Think of it as] a request for a salary review based on your performance in the role, not a demand for a salary increase. The salary discussion is not a battle: it is a conversation and should end up being a “win-win” situation for both you and your manager.’

Katie Roberts, director of Katie Roberts Career Consulting, agrees that the most appropriate time to ask for a salary review is once you have proven you can go over and above the expectations of your role.

‘You need to prove your worth by

Don’t think you’re getting the dollars you deserve? Perhaps it’s time to broach the subject of a salary increase with your boss but before you do, make sure you’re armed with all the supporting facts you need to make a winning case.

First, timing is everything and that doesn’t just mean picking a moment when the boss looks like they’re in a good mood — although this might help! Preparing to ask for a pay rise requires a positive yet realistic attitude, research and a clear set of achievements or accomplishments that you feel warrant a salary review.

Jane Jackson, career management coach and director of Style Success, suggests that before you meet with your

Rise to the occasion!

May 2011 Post Script 65

getting a pay rise your career

showing your employer that you can not only fulfil the requirements of your role, but that you go beyond the scope of your role by taking the initiative to do things that are not expected of you. Provide them with solid examples that demonstrate your initiative, passion and expertise. Show them you are loyal to the company by demonstrating your commitment to further training and willingness to develop your skills and knowledge within the organisation.’

Lauren Atkins, retail manager at Scottsdale Pharmacy and the 2010 Tasmania Pharmacy Assistant of the Year winner, explained that she asked for a salary review for herself and her senior dispense technician for these very reasons.

‘In the case of my dispense technician her work standards had dramatically improved over the course of the last 12 months and she had also been given a lot more responsibilities in terms of her role in the dispensary. I felt that she was deserving of a pay rise and voiced this to the pharmacy owner.’ Both Lauren and her colleague received a pay increase.

Clearly stating the reasons you feel you deserve a pay rise is the first step in working with your manager to reach a positive outcome. It also makes it much easier for your manager to make a balanced decision.

Prepare for the meeting with your manager by gathering relevant and useful information such as a list of your achievements that go over and above your job specification, customer or client testimonials or feedback, salary comparison details and performance indicators which you have met or even exceeded.

Be upfront with your manager by advising that you want to discuss a salary review as this will allow them time to prepare a considered response. Arrange a face-to-face meeting as opposed to a telephone call or email conversation, this way you can read your manager’s body language during the conversation and

creativity and innovation in your role to the benefit of the organisation.’

Of course, the fearful factor about asking for a pay rise is if the answer is no. Try to avoid disappointment by thinking of the salary review conversation as an opportunity to gain constructive pointers from your manager on how you are performing in your role. It may be that you need to improve on one or two areas before you can move forward. Try not to view this as a negative but instead focus on making the necessary changes required to ensure you achieve in the future.

‘If the answer is no to a salary increase, there may be other options that will be satisfying to you such as subsidised training to upgrade your skills, more flexible working arrangements or employee incentive plans. Discuss these with your manager, keeping an open mind,’ advised Ms Jackson.

‘To ensure that your motivation in your role remains, find out from your manager what areas you need to work on in order to increase your value to the organisation so that you will be considered for a salary review in the future. This will give you a goal to work towards,’ added Ms Jackson.

Timing and a clear goal or direction is key when it comes to asking for a raise. Team this with the practical confidence and belief that you have proven you can not only fulfil the requirements of your current role but also go beyond the basics set out in your job description in a way that has a positive e!ect on the company or business. Also, look at your role from your manager’s perspective as this will help to lessen the chance of disappointment. !

Jane Jackson is a career management coach and corporate trainer and is director

of Style Success, coaching for professional achievement and self empowerment. For more information go to www.stylesuccess.biz or email jane@stylesuccess.biz.

Katie Roberts is director of Katie Roberts Career Consulting. For more information visit www.katieroberts.com.au or call (02) 9665 8219.

The salary discussion is not a battle, it is a conversation

you and think of how you would deal with each of these

responses.‘Tell your boss that you would like to

discuss your salary. Give them an outline of your accomplishments to date and the reasons why you believe you are worth more. Show them any documentation that will support your case. Ask them what they think you are worth. If this figure is less than what you want, tell them why you think you are worth more and back it up with statistics on current market rates for your industry.’

Ms Jackson said your work accomplishments are your main selling point. ‘Your main accomplishments or achievements may be that you have increased profits, saved money, saved time, improved relationships with customers or clients, streamlined processes, improved morale, generated positive feedback and appreciation, or demonstrated your

i

are not second guessing whether their response was negative or positive.

For many people, money talk can be nerve racking, especially when your sights are clearly set on a salary increase. Prior research will ensure your own salary expectations are in-check and give you the confidence to openly state your case.

‘Before the meeting, practise what you are going to say to your boss with a friend or family member,’ suggests Ms Roberts.

‘Write down a list of all the possible responses

your employer may give