You want a raise; you may even deserve one. You've been a consistent, high performer. You've attained a professional certification. You've significantly contributed to multiple team projects. You proactively pursue professional development to continue honing your skills. So how do you approach your boss about this ever delicate topic?
1. Do your homework BEFORE you initiate the conversation.
What are other professionals with your education, experience, job title and job duties earning? Can you document these amounts?
When does your company typically review salary increases? What criteria are used to determine those increases?
Make sure you're comparing apples to apples as much as possible as you collect your data. Check your company's internal job postings to see if there are similar positions posted. Some companies have pay scales or ranges that they will post on internal websites, so that gives you some starting guidelines. If you contact Human Resources, some will give you the low-mid-high ranges for current job postings if you already work for the company. At the very least, they should be able to give you the low-mid-high range for your current position. This helps you get started.
Use your network within other companies or associations to see how much information you can gather as well. If I want to know the pay scales for a job posted for a local employer, find an administrative or HR contact inside that company to help me do my research. The value of a fully developed network of contacts in multiple companies cannot be emphasized enough here.
There are several resources to use when it comes to researching wages and salaries:
The OfficeTeam Salary Guide for administrative support staffing is a terrific resource. The OfficeTeam Salary Guide is updated annually, and it provides the most reliable and job specific information I've found on administrative support salary ranges. Get to know your local OfficeTeam representatives and take advantage of their information and resources. (http://www.officeteam.com/)
The International Association of Administrative Professionals (IAAP) website has some great data and survey information that may be useful as you do your research. (http://www.iaap-hq.org/)
Do a Google search on specific salary information, job titles and their associated duties. Get very specific in a Google search such as: salary ranges for administrative assistants (do the search in quotes to get a better search result) or try salary data for executive assistants. You can search info based on area of the country, job title, duties, etc. They have limited reporting if you only use their free portions, but it will help you get started with your data collection.
2. FACTS are persuasive.
Salary related discussions may feel a bit intimidating, but FACTS are persuasive. The more prepared you are, the better the conversation will go. Know what you're trying to achieve. Be willing to consider alternate solutions if what you originally ask for doesn't materialize. For example, if you can't get more money, can you get more time off or additional company paid training or something else that is of significant value to you? These may not cost the company in the same way a salary increase would and may be easier for your boss to approve. Think about these things ahead of time and write your ideas down. Keep your list with you during the meeting so you can reference it easily during the conversation.
3. DOCUMENT, DOCUMENT, DOCUMENT.
Document where you're at and what you've accomplished. Document what your professional development goals are. Document what the industry salary ranges are for your position and take all of the supporting data with you when you meet with your boss. Be prepared with solid support for your claim. Even if you never need it, you have the data if you are challenged on your numbers.
If you have a professional portfolio with documentation and samples of your work in it, take that with you, too. Sometimes our employers become used to the excellent support we consistently provide. Showing them the actual work product (and volume of it) presented page after page in your portfolio can be a very impressive reminder of what you actually do for them. The visual reminder is powerful.
4. Think "what am I worth" vs. what are others around me are making.
It's irrelevant what others around you are making. Do not bring what others are making into this discussion. Think in terms of - WHAT AM I WORTH? Are you doing things that support that claim - if so, document them. When you document your reasons based on "what am I worth" and present your reasons with that perspective, then you have a much more positive and proactive reason to go meet with your boss.
See how these two examples sound to you?
"I provided critical support for the completion of the RFP for XYZ Company - a $2,000,000 contract - in a record two day turn around time."
"I work twice as hard as Susie, and she makes more than me."
The first one says I'm a valuable member of the team. The second one says I have a whining problem. How do you want to be perceived?
5. Strategically plan the meeting with your boss.
We all know there are good times and bad times to approach a boss based on hectic schedules, moods, or other things happening within the company. So don't time this meeting on the day before they leave on vacation or the day after they return. Don't ambush them the day before a big board meeting. Be thoughtful about the best time, date, and setting in which to have this conversation.
Have the meeting at a location outside of your boss's office. Use a conference room or go get a cup of coffee together at a local coffee shop. You want a more neutral setting free from distractions and away from the center of power the boss's office often has associated with it.
We also know everyone communicates differently. Some like a lot of detail with facts and figures, some just want a high level overview. Some prefer a verbal exchange, some want to see it on paper, too. You should know your boss's communication style preference and present your request accordingly. On the flip side of that, once you've presented the information, give your boss the appropriate space and time to process the information and make a decision. Some need thinking time to process the data. Some may make a decision on the spot. Don't expect or demand an instant decision, or you may ultimately sabotage your entire effort. Give your boss time to think and take action. He or she may need to present your data to his or her boss in order to get your raise approved.
6. Practice your presentation and delivery.
Go through mock interview questions to get practice answering the questions. This is especially helpful if you're leaving a position or a company for negative reasons. You don't want your voice or demeanor to shift to a frustrated or defensive tone. To overcome this, practice answering questions over and over again with a smile in your voice and a neutral look in your eye. This takes practice. Have family and friends randomly ask you the interview questions, "So tell me why you're looking for a new job?" Practice makes perfect. Use this same approach as you prepare for this discussion also. Sit down with a trusted friend or advisor and do a test run. Have them ask you difficult questions so you can practice thinking on your feet and using your documentation to support your answers.
One book that will help you successfully maneuver through this "crucial conversation" is Crucial Conversations by Kerry Patterson, Joseph Grenny, Ron McMillan, and Al Switzler. You'll never regret the time or money investment for this book.
7. Schedule the meeting.
Be confident. Be professional. Be polite. Be respectful. You certainly don't want to create an uncomfortable situation with your boss going forward. If you go in with the right attitude and mindset open to several positive outcomes, you'll be on the right track.
What if your boss says no?
Ask why. In order for you to understand what you may need to do to be considered for a salary increase, you have to know what it would be based on. If its performance related, ask your boss to help you create a performance improvement plan so you and your boss can track your positive path forward together.
Pull out your list of alternate suggestions that don't involve a salary increase but may include things such as additional vacation or floating holidays, additional company paid professional development or training, a company paid professional association membership, etc. Ask if these items might be considered.
Are you ultimately willing to search for a new job? This is a question you need to seriously ponder before you initiate this conversation. If you like your job, your boss, and your company, you may be o.k. with leaving things as they are - especially if you're able to work out a plan for the future with your boss which outlines how and when you may qualify for a salary increase. If you can't work something out that satisfies both sides, you may need to consider how this impacts your future opportunities and willingness to remain in the position. But you won't know until you ask, and when you document your value to the company, you may be very pleased with the result.
© 2010 All Things Admin and Julie Perrine International, LLC
