The only way is up

[Badshah Mamun]

The only way is up

By Medine Simmons and Merryl Naughton.


If you want a pay rise, do your homework and just ask. By Medine Simmons and Merryl Naughton.

Asking for a pay rise doesn't have to be a big deal, yet most people never do it. It's OK if the boss says "no". It's purely a business decision and you shouldn't take it personally.

When you take the emotion out of it, there are simple techniques to maximise your outcome and minimise stress.

We unconsciously link our personal worth to what we get paid - that's where the emotion comes from - but what we get paid is simply what the market dictates and what the company can afford. Getting a handle on how to ask for a pay rise can be a really useful tool.

First, have a reason. No one's going to just give you money. The most successful pay-rise pitch is where you provide evidence of your value to the company.

Achievements lead to pay rises, so stay in tune with your accomplishments such as: met budget, exceeded sales targets, brought the project in on time, completed a training course, managed a larger team.

It's also important to know your market worth; you can get a good idea by checking the internet for salary guides (such as mycareer.com.au/salary-centre), compare your remuneration package with what's on offer on the job boards or talk to recruitment agencies that specialise in your field.

How you deliver the pitch depends on the culture of the company and your relationship with your boss. It may need to be delivered formally (set up a meeting and prepare supporting documentation) or informally (drop by the boss's office and ask for some time) or even casually (bring it up while making coffee or walking to lunch).

Some companies have the process tucked neatly in the annual performance review. When that happens, work with it, not against it.

Distinguish yourself early, establish your value and enthusiasm in relevant, friendly conversations that keep your boss informed of your progress along the way.

This gives you more chance of being on top of the list when it comes to dividing up what's in the bucket marked "annual pay rises".

When it's time to ask, remember it's a business transaction and companies and bosses do them all the time and that means there's nothing for you to fear, it's not about your personal worth.

And you do have to ask: your boss doesn't think about your pay level anywhere near as much as you do and it's your job to let them know it's time to consider a change.

Ask for a specific amount because it's harder to say "no" to a direct request and it shows that you've done your homework. If it helps, practise your pitch with a friend or in front of a mirror until the words roll off your tongue.

If you're aware the company is in a cost-cutting cycle, consider thinking laterally about other benefits such as half an hour less work per day, car parking, gym membership, a monthly day off or if the company will pay for a course.

Once you've delivered your reason and suggestion, give the boss time to respond. If you get a flat "No" then your response is always "OK, thanks" - this leaves the door open for a future request and doesn't damage your reputation or relationship with the boss.

Whatever happens, keep the huffing quiet, it's natural to feel disappointed but keep any negative responses away from the boss and keep them brief; get on with your next steps.

Knockbacks are an opportunity to understand where you're at with the company and take in some healthy feedback. Assess the feedback: Is it a fair assessment? Do you want to turn the situation around? Can you turn the situation around? Is it time to look around?

One of the fastest ways of getting a pay rise is to "go fish" for new jobs inside and outside your company and one of the best places to start is with your own networks. Contact previous bosses and colleagues and start researching what's available in your field.

Or think laterally about how you can transfer your skills into an industry that pays higher rates.

The best piece of advice is to keep it in perspective. Perspective helps to handle things that challenge or confront you in a way that empowers rather than deflates. See the challenge of a knockback as an opportunity and ask "what can I learn from this?"

And keep asking!

Medine Simmons and Merryl Naughton are the co-authors of How to Get a Pay Rise (Hardie Grant, $19.95). howtogetapayrise.com.

Published: 18 September 2010

Source: http://content.mycareer.com.au/advice-research/salary/only-way-up.aspx