How to ask for the pay rise you deserve

Aug 29, 2016

If you want a certain sum, don’t suddenly back down and ask for half that number because you fear the negotiator turning against you.

Do your research

It's a good idea to get over that and discuss with your peers what you all earn. You may find you're being short-salaried. You can also go to HR (or, in a small business, the boss) and request to look at anonymous pay data for the whole organisation. To gauge whether your pay is fair for your industry, find out what you'd make if you were working for the competition.

Know your value

"Be prepared with the right data and document your achievements — especially all the additional activities you've been involved in," says Pavita Cooper, co-founder of executive search firm ElliottCooper Partners. "If your company doesn't use a 360 feedback process [assessment that comes from an employee's immediate circle], capture your own informal feedback from colleagues."

Be brazen

Don't hide behind a screen — a pay discussion should be face-to-face, never over email. Arrange a time to see your boss — and then cast aside any bashfulness. "Don't be shy — even if you feel that way," says an investment manager.

Forget about being liked

If you want a certain sum, don't suddenly back down and ask for half that number because you fear the negotiator turning against you. They may actually respect you more. Many years ago, Morrissey recalls a discussion with a boss who said that a colleague would get most of the allotted cash because he was "focused on money": "I had to summon the courage to point out that perhaps this shouldn't influence the decision on pay rises, and that it should be more about contribution and potential." Her boss was taken aback but agreed — and she won his respect.

Be blunt

You can simply say: "In light of my performance, I deserve a raise of X." Then pause — don't fill the silence out of embarrassment. And when the boss comes back to you with a number, it isn't always the final offer. If you don't think it's enough, say so.

Have a plan

"If you don't get a rise (and you know others have) what will you do?" asks Cooper. You should work this out in advance. And it's good to think about how you'll react if you do get what you want too. This depends on the industry. In some sectors, you should say "thank you". In others, heed my favourite advice from a banker friend of mine. "Never, ever sound grateful," he says, believing that's an excuse for bosses not to give you more cash next time.

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