How To Ask Your Boss For A Raise
Contributed by Carla Davis
Your coworkers are on to you. Whenever they come around with that manila envelope collecting for the fun squad, birthday club, boss day, you scramble. And, why does every job eliminated have to rollup into yours? You give, and you give, and you give. Occasionally, others echo your sentiment—chanting in exasperation, the workingman’s anthem: OVERWORKED and UNDERPAID!
You’ve mulled it over long enough! You stomp over to the boss’ office ready to lock horns, getting halfway before making a beeline back to your cramped cubicle to crouch down into the safe arms of your swivel chair, thinking to yourself. . . coward. You’re busting loose at the emotional seams—how much more can you take? A bit later (calmer), you reason, not only is throwing a temper tantrum juvenile, but it could cost you your job, when all you really wanted, was a raise.
The thought of asking makes you queasy. It requires soul-searching: What do I bring to the table? Do I deserve it? If you can’t validate why it is you deserve a raise, don’t expect your boss to.
Rule #1: Don’t embellish
Assess work ethics (e.g., tardiness). Use weights, consistent with your employer’s review standards; results are less likely to be tainted (or, disputed).
Rule #2: Boast originality
What sets you apart from the “mini-mes” (the “me-toos”) in your field?
- Seniority with company
- Professional grade (e.g., entry-, mid-, senior-level)
- Computer skill training (beginning vs. intermediate)
- Technical training
- Skill-building concepts (team-leader, decision-maker, risk-taker, strategic-thinker)
- Productivity (rolling up your sleeves, burning the midnight oil)
Guys, some of this is within your control. For instance, taking an at-home computer-training course online—in your free time—shows initiative.
Rule #3: State of the union
Your boss will launch an assault—a plethora of excuses to diminish your chances, while making you feel smaller than an ant for asking. Although varying between industries (barber vs. accountant), there is a common thread to their line of questioning:
- Have you earned the company money?
- Have you saved the company money?
Market conditions vastly affect any possibilities of a raise. Examining two key forces will help you sync up the swinging market pendulum to your request:
Internal: Your employer will bring up fiscal responsibility. If there is talk of “cutbacks,” brace yourself—you’re lucky to have a job. But if you’re coming off the heels of a successful product launch, go for it!
External: If your company is reeling from the aftermath of a disaster, don’t bother. Being in a high-demand industry, levels the playing field. If your field is saturated, or in the throes of being sent offshore, think again. Know pay standards (locally, statewide).
These forces impact the bottom line.
Rule #4: Word is not bond
You must have proven measurable results. Revise the original job description, highlighting how you’ve outgrown the scope of your role. Plug your “wins.” But be prepared to address losses. Concede failures by sharing lessons learned and reassuring them that you won’t repeat your mistakes. Taking ownership impresses them—it’s a sure sign of professional growth.
Rule #5: Stress your loyalty
Don’t let on that your eyes are peeled for the first train smokin’. Once you prove your worth, he’ll see for himself just what a pickle he’d be in without you.
Rule 6: Meet on your turf
Get them out of their element. Some experts recommend informing your boss as to the nature of the meeting. However, this puts you at a disadvantage. Remember: You’re dealing with a pro. You want to minimize scripted responses. If you’re going to bring ‘em to the ball, you might as well make ‘em dance. Know your boss! If they don’t like surprises, don’t give them an axe to grind. Choose a time when he’s much more jovial than usual.
Rule #7: Communication skills
Be confident! If he can expose an iota of reluctance (uncertainty) in you, game over!
- Watch your body language (don’t tense up)
- Watch his body language (does he seem interested?)
- Alternate between light and airy and serious tones
- Avoid facial expressions (frowning)
- Keep cool (be graceful and smooth; don’t express disappointment)
- Be direct—clear and precise (don’t leave room for them to argue)
- Look directly at him (roaming eyes infer intimidation)
- NEVER admit to personal reasons for wanting a raise
Share your intentions with a close friend. (Coworker? Not!) Run through mock performances, before sitting in the hot seat.
Rule #8: The counteroffer
How much do you deserve? Things get hairy, here. Your boss will offer a measly two percent increase. Yes, it’s insulting, but don’t let it bum you out. Your understanding of market forces, coupled with your performance measures, helped you develop a sound fiscal objective. So really “pour it on.” Let him leisurely thumb through a portfolio you’ve been keeping of notes from senior management, his peers, and clients, applauding your accomplishments. If he ups the offer, but it still seems lopsided, ask to supplement with perks, e.g., stock options.
Rule #9: Stop!
Don’t let it backfire! Know when to put the brakes on.
Bottom line: Use common sense! Just as there are no hard-and-fast rules of engagement in deciding when and how to ask for a raise, there are no concrete guideposts to help your boss decide. It’s the art of negotiation. This process is no different from when you first accepted the job offer. Only now, you can be more convincing. Go through it a few times to get your feet wet and you’ll see just how predictable your new boss really is.
About the Author:
Carla Davis is a freelance writer. She has an MBA in Global Management and over nine years of experience in the marketing and advertising industries.
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