Ask for That Raise--and Get It!

byТ  Bill Repp

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Q. It"s been three years since I"ve had a raise, and I"ve had good performance reviews. My boss says there"s a freeze on raises because of business.Т  I still think it"s time my salary reflected my good work.Т  How do I ask for the raise I think I deserveтЂ”and get it? тЂ”Tony B.

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A. Most important: thoroughly prepare for the meeting. Don"t ask the boss on a whimтЂ”or on the spur of the moment. Plan the discussion carefully, and think before you act. And consider negotiating a raise instead of just asking for it. Plan this meeting as if it were the most important meeting in your career.Т  It is.

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Gather solid information about your job performance. Here"s a list of 12 key topics that will help you guide and organize your research to prepare for the meeting with your boss.) Research these thoroughly:

тЂў How long you"ve worked for the company

тЂў How long since your last raise

тЂў Your level of responsibility, and whether it has increased

тЂў Measurable contributions since your last raise

тЂў Your performance record

тЂў Your willingness to take on added responsibilities for more money

тЂў Formal recognition of your good performanceтЂ”like a memo from a boss

тЂў New skills you"ve acquired

тЂў Your relationship with co-workers

тЂў You"re your relationship and reputation with company managers

тЂў How your salary compares with others in similar jobs

* Your record for attendance, dependability and responding to special requests

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Be prepared to give reasons why you think you should get a raise. Write your thoughts on paper.

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And be realistic. Before you ask for a raise, really look over your job performance. If you"ve been there only two months, or if you have a bad attendance record, don"t expect a raise.

Have a good idea of what you"re looking for. Check the classifieds in the newspaper to see what other companies are paying for someone with your skills and experience. Do some Internet research (check out salary.com) to see how your paycheck measures up to the going rate in your area. Realistically consider the needs of your employer. If you"re working for a small company and business has been slow and there have been some layoffs, chances are it"s not a good time to ask for a pay raise. And NEVER ask other employees what they earn. Never say, "So and so makes such and such. Why not me?"Т  What someone else earns doesn"t matter. Keep the focus on you and your accomplishments and contributions on the job.

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Practice what you"ll say. Write it all down and say it out loud a few times until you know just what points to mention and which to avoid. Solid practice will also give you the confidence you need to talk to your supervisor. You might even role-play the meeting with a close friend who will give you honest feedback. Then you can set up your meeting.

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How to Negotiate a Raise

It may sound obvious, but make sure you"re talking to the right personтЂ”the one who makes the raise decisions. Check with your immediate supervisorтЂ”the person who gives you day-to-day directionsтЂ” about whom you should talk to about a raise.

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During your talks, remember that these discussions are actually negotiations. Don"t make demands and don"t back yourself into a corner. You"ll do much better by presenting your thoughtful reasons on why you believe you"ve earned a raise. And stay calm during your negotiations no matter what the outcome. At all times during the discussion, remember: you still have to work there when the discussion is over, so keep a cool head.

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Be creative in your discussions. If additional dollars aren"t available for a raise in pay, ask about better job responsibilities or better hours. Be flexible when your employer shows appreciation for your work, and then plan on a raise sometime down the line.

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Know when to stop negotiating. Have a goal in mind when you start talkingтЂ” another dollar an hour or better work responsibilities, for example. When you"ve gotten something that will make you happy, even if it isn"t everything you wanted, smile, say "Thank you" and make your exit. Once again, these are negotiationsтЂ” you give a little, and so does your employer.

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Be prepared to accept not getting a raise and to start looking for another job. But never quit in anger. You won"t get a good reference and it"s likely to cause financial difficulties for you and your family. If you feel you deserve a raise and don"t get it, start a sensible plan to find another job at your pace and on your terms. That"s the best way to leave any job.

e-mail: billrepp@rochester.rr.com

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