"How To Get That Raise "

By: Cord Cooper
From: Leaders & Success – October 2003

As the economy starts creating jobs and workers have more options, raises will again be on the table.

How you ask for a pay hike could mean the difference between actually getting it and hearing the old saw, \"Maybe next year,\" says career adviser and executive coach Sharon Jordan-Evans.

To strengthen your odds, she offers these tips:

Assess your compensation package. Consider existing benefits, bonuses and perks. Benefit upgrades could offset infrequent raises. Reductions in benefits could be part of your arsenal in negotiating a raise.

Compare your salary with industry averages. Check salary.com and similar Web sites, and consult with knowledgeable people in your network.

"In doing comparisons, factor in tasks you're performing that similar jobholders aren't," she said.

Add it up. Tally the rate of inflation, year by year, since you last had a raise, and cite your sources. Though the yearly inflation rate has been low, the total figure would be substantial if you hadn't had a raise since 1999 or 2000.

List recent achievements. Especially if they can be quantified. Link your achievements to increases in revenue, and you'll strengthen your hand considerably.

"Without saying it in so many words, you're asking for a little cut of that action," Jordan-Evans said.

Come prepared. Say you get the standard response: "If I give you a raise, I'll have to give one to everyone." Your strategy? Keep the focus on yourself and your achievements.

"Indicate that you're in favor of fairness, but that 'fair' does not equal 'same.' When people have different performance levels, treating everyone the same is unfair," said Jordan-Evans, co-author of "Love It, Don't Leave It - 26 Ways To Get What You Want at Work."

Never say, "I need a raise." Pay increases have to be justified.

"And it helps if they're in your boss' best interest. If you can cite a track record that he'll want you to continue, you've given him a stake in resolving the pay issue," she explained.

Ask for options. If a raise isn't in the cards - or the boss' offer is smaller than you requested - use two approaches.

The first? "If not now, when?"

"Say you ask for a 10% raise and your boss comes back with 3%. Respond with, 'If I can't get the full raise now, is there a chance we could meet in six months, take a look at what I'm doing and bump me up the remaining 7%?'" she said.

The second approach: "If not this, then what?"

"If your boss can swing only a 3% raise, ask for other benefits that would make a compromise worthwhile - such as flex time, telecommuting one or two days a week, or learning experiences the company helps pay for," Jordan-Evans said.

Reimbursements might come out of a different budget, which could make them easier for your boss to arrange.

Bottom line: Though important, money isn't everything, Jordan-Evans notes. Pluses such as job satisfaction and a good work environment can make negotiating substitutes for raises worthwhile - at least in the short run.