Making Management Pay Off: Getting the Salary You Deserve

Do you ever rip open your paycheck — or examine your bank account online — hoping you’ll see an automatic increase? Are you constantly trying to figure out ways to up your salary? Getting the salary you deserve won’t happen without a well-planned strategy. Knowing why you deserve more money, for instance, will help you make a stronger case for an increase. Understanding how your company compensates its people will further your cause.

Becoming savvy about your salary is one of the most important steps you can take toward successful career management. Here are five solid strategies for getting you there:

Minimize the stress.

Let’s face it: talking about money in general can be uncomfortable; discussing your salary can be downright stressful. Instead of viewing it as a personal issue — which is what makes it so angst-producing — think of your salary as your company’s cost of doing business, its valuation of a position. You bring a certain amount of value to your employer and for that you must be compensated. For example, telling your employer that you should have more money because you deserve it is a personal appeal. However, demonstrating the value you bring in that position (with documentation) highlights your accomplishments rather than your needs.

1. Bide your time.
Just reading this article may inspire you to approach your boss for a raise. But don’t pounce so fast; consider your timing. First, your company presumably follows certain policies and procedures for reviews and raises, which occur within a specific period of time. It may be more acceptable, for instance, to ask for a raise a month before a review or even earlier. Your company’s current state of financial health and the state of the economy are also important factors to consider. Finally, think about where you are in terms of the projects for which you're responsible. Completion of a major project or achievement of a specific company goal may present a good opportunity to talk salary. If you’ve committed a major blunder or your project did not meet its goals, however, it’s probably a good idea to hold off on asking for a raise.

2. Find a mentor.
Having a mentor in upper management is essential. A mentor can help you tap into your potential, instruct you on specific business protocol, or advise you on any number of issues that come up in your daily work life. This, of course, includes salary negotiations. A mentor is more likely to know, for example, the best time to approach your supervisor and how the company has responded in the past to requests for more money. Remember that your mentor may not always tell you something you want to hear, so be prepared to regroup and strategize again after you’ve talked.

3. Know your worth.
You can’t make a case for getting what you deserve unless you have proof of your worth. Just because you know your value doesn’t mean anyone else does. Evaluate what you do: How much money are you responsible for? How many people do you manage? Do you travel much? Are you always dispensing advice to senior management? Talk to a pal in Human Resources (or find one if you haven’t done so already) about pay scales, go online to poke around a variety of salary sites (such as JobStar Central) and read as much as you can, ask your peers at networking events about salaries, pinpoint what the salary ranges are in your geographic area, and stay current on your knowledge — researching this stuff once a year isn’t enough.

4. Be realistic.
You may be the company superstar (at least in your mind), but that doesn’t guarantee you millions. No matter how low your starting salary may be, or how well you perceive the company to be doing, you must learn to understand how your company makes its salary decisions. You might pine for the top end of the range, but chances are your company is going to raise your salary in increments. If you believe that you’ve outgrown your job (and its accompanying salary range), talk with your supervisor about opportunities for advancement.

Does Your Career Change Itch or Burn?

By Patricia Soldati

I meet scores of professionals who are unhappy with their work. In almost seven years, I’ve never seen an individual make a significant shift unless there is a burning desire to change. You must have a clear articulation of the personal gain you see for yourself at the end of the career-change rainbow – and this personal gain must be greater than the pain of staying in place. I didn’t want Dan to waste his time, energy, or for that matter, money.

So, how do you know if you’re feeling an itch or a burn?

Itches are usually situational. A confrontation with a fellow worker…a poor performance review…a disagreement with your boss…environmental stress. Itches create lots of smoke, like “I can’t wait to get out of here.” or “This is it. I’m leaving.” But no focused action towards change.

And these “reaction” moments are often followed by patches where work is really okay – an interesting project in the works, shared good feelings. In other words, the motivation to change is externally driven. It waxes and wanes based on what is happening in one’s environment. All of us have career itches at one time or another.

Burns go much deeper. They are itches that don’t go away…they’ve been around for a long time (a year or more)…and they have wrenched your value system to the point that:

1. You can no longer compartmentalize work vs. life.

2. You find it almost impossible (maybe even terrifying) to drag yourself out of bed on Monday mornings.

3. You go through the motions at work – your feelings are completely disconnected from your work activities.

4. Your energy hits the skids; you get sick a lot or have difficulty shaking a common cold.

5. You may feel hopeless or a little (or a lot) depressed.

It’s a significant difference, don’t you agree?

Itchers have a quite a few avenues for regaining their balance –setting firmer workplace boundaries, finding a fulfilling outlet outside of work, engaging in physical and emotional self-care that allows you to better shrug things off.

Burners – you can do these things, too, but it’s probably not your ultimate fix. A value system pulled apart is only mended when there is a re-alignment between body, mind and spirit. For burners, career change is not an option – it’s a requirement.

Take some time off to re-gain your energy and perspective. In this more relaxed state, figure out how to get some help. Your Employee Assistance Plan? Mentor or understanding colleague? Initially, don’t try to solve the entire problem – just map out a few next steps and give yourself a timetable. Your world will brighten simply as a result of putting yourself in choice and action.

Patricia Soldati is a former President & COO of a national finance organization who re-invented her working life in 1999. As a career change specialist, she uses business savvy and “possibility thinking” to guide burned out corporate professionals into soul-satisfying work, safely and smartly.

For more about her background and approach, visit http://www.findworkyouloveandthrive.com.

Article Source: http://EzineArticles.com/

Career Enhancement: Start Marketing Yourself

As you examine your path to success, you must determine how to get yourself on that path. This means you need to be in contact with the companies and/or industries you see in your future. As you already know, landing the job you want is not an easy task. That is why marketing is an essential part of career mapping.

Above all else, a self-marketing strategy for career enhancement should address these three issues:

Market Identification:
Just like a business must decide on the customers to whom it will sell its product, you must decide on the companies and industries to which you will sell yourself. Be specific, having only a general idea will leave you unfocused. Make a list of specifics so you can properly allocate your time and effort.

Strength/Weakness Identification:
When a business sells its product, it does not just to tell you the product's name. Advertisements emphasize the advantages of a product. You need emphasize your strengths and downplay your weaknesses as you market yourself. Have your closest friends and colleagues help you compile a list of your positive and negative characteristics.

Mission Statement:
It may seem trivial to actual develop a mission statement for yourself, but they perform a very valuable function. Creating a mission statement requires you to concisely explain your goals. In doing this, you remove frivolous details and better focus yourself.

Ten Tips for Writing Effective Cover Letters

A creative, well-written cover letter is often the best way to make your résumé stand out from the endless sea of applicants and find its way into the ?must read? pile of the person making the hiring decisions. Here are 10 simple tips to help your cover letter wow:

1. Make yourself stand out. Get the competitive edge by writing a cover letter that focuses on your unique and exceptional qualities. What makes you an ideal candidate? Be strategic, persuasive, and concise.

2. Target the right person. Sending your letter to the proper person can make all the difference. Avoid generic addresses such as ?To Whom It May Concern? or ?Dear Sir or Madam.? Instead, call the company and find out the name and title of the person who does the hiring for the job that in which you're interested. Remember to ask for the correct spelling of his or her name.

3. Stay simple. Keep your cover letter brief. Never send a letter that is more than a page in length; half a page is ideal. Be sure to use clear, professional language while steering away from buzzwords, acronyms, jargon, or anything overly personal.

4. Make it shine. The overall visual impression of your cover letter can be just as important as what's written on it. Make sure to use crisp, quality stationery. Match the style of copy on your cover letter with the style of your résumé. Stick with one font and avoid solid walls of text that make the reader?s eyes bounce right off the page. Break your text into digestible morsels with lots of white space.

5. Be an attention getter. Don't waste your first paragraph by writing a dull introduction. Grab the employer's attention from the start by pointing out how you can make a difference in a way no other candidate can. Keep in mind that you have only about one to two seconds to get your initial point across before the reader moves on to the next letter.

6. Sell yourself. Don't expect to wow a prospective employer with a lengthy checklist of past accomplishments and titles. Instead, position your accomplishments in terms of how you could bring the same benefits to their company. Your cover letter needs to answer the question ?What?s in it for my company?? Clarify how your expertise will benefit them directly.

7. Hire a proofreader. Never underestimate the negative effect of bad writing, which can greatly hurt your chances of landing a new position. Invest in your career by hiring a professional writer or editor to check your cover letter for spelling, grammar, and overall readability.

8. Avoid exaggeration. There's nowhere to hide when you finally land an interview and the prospective employer wants to know what you meant by ?best in the world.? Avoid saying anything that sounds like hyperbole, which can project the wrong image and damage your credibility. And remember never to speak poorly of former employers or coworkers.

9. Close encounters. Don't depend on the employer to take action. Request an interview and tell the employer when you will follow up to arrange it.

10. Don't forget the follow-up. After sending in your cover letter and résumé, it's imperative that you follow up. You'll greatly increase your chances of getting an interview if you call the employer directly after writing, rather than just sitting back and waiting for a call.

Career Change - 5 Tips For Taking The Fear Out

1. Have a game plan.

There's an old saying that "Fail to plan, and plan to fail." This is as true with career planning as anything else in life. A great way to do this is to sit down with a notepad and write down your goals and asperations for your life, as well as your next career.

Ask yourself if you really need an entirely new career, or would a change of employers make you just as happy? Sometimes a change of scenery and a new work environment are enough to rekindle a person's passion for their current career. Another option is to move into a new sector of your existing career field.

If you do decide that a new career is the answer, then you'll have to set out to learn as much as you can about your prospective career. Some things you'll want to know are what kind of specialized training you'll need, how long and how much it will cost to get that training, and if your new employer would be willing to hire a trainee with no experience in that career field. This last question is especially important for older workers. You'll also want to know how many working hours are typical for that career, the typical benefit packages, and of course the average salary in that field.


2. Consider a job placement service.

Job placement services can be great places to find out information about new careers. This can take much of the anxiety out of a career change. For example, you can find out what the demand is for a certain career, how many companies in your area are currently hiring, salary, benefits, and other important information. And if you're lucky, the service might even be able to place you in a position immediately, or at least get you a temporary job working in your target career field (which is a great way to get your feet wet and find out of that career is really for you).


3. Network with other career changers.

Another way to reduce your stress level is to talk to other workers who have just gone through their own career change. If there are recent hires at your existing company, talk to them and find out what their experience was like. What challenges did they face? How long did it take them to find a new position? How did their spouses or partners feel about the career change? What advice would they give somone in your situation?

If you can't find anyone at your present job to talk to, try contacting a company in your target career field. There are usually people more than willing to answer questions, and help steer you in the right direction. And if you can, speak to a few people who've been working in your prospective career for awhile. Do they still like the job? Do they still find it challenging? Given the chance, would they choose that career again?


4. Do your research.

If there are vocational schools or colleges in your area that teach subjects relating to your target career, contact them. Many professors and instructors once worked in the profession or career area in which they teach, and they can tell you a lot about what to expect. If you can't speak to anyone directly, go online do a search for topics relating to your target career. There is a wealth of information online regarding almost every field imaginable, from starting your own business to education options to financing a career change.


5. Put your career change into perspective.

Don't tie all of your hopes for your life and your future into a new career. Sometimes people think that if they could just find their dream career, everything will fall into place and their lives will be perfect. But this is usually not the case. Simply making more money or having an more impressive job title won't make a bad marriage better, or change your relationship with your kids. Just make sure you're changing careers for the right reasons, and realize that your identity and place in the universe are defined by more than your choice in careers.

These are just a few ways to help take the anxiety out of a career change. You can probably think of a half-dozen more. The important thing is to have a game plan, stick to that plan, and move ahead with resolve and determination until you've made your new career a reality.

Your Resume Must Represent Your Career Goals

When drafting your resume, it is easy to fall into the habit of focusing on the past. After all, much of your resume will consist of a list of things you've done—from positions you've held to special awards you've received to degrees you've attained. A resume is, in fact, a compilation of your professional and, in some cases, personal history. Therefore, admittedly, much of your resume will have sentences and clauses that are in the past tense.

And yet, a resume should also be a forward-looking document. In other words, it should not simply indicate where you've been—it should also inform a potential employer about where you're headed. As a result, in order to craft a truly effective resume, you must be somewhat futuristic in your thinking. This means clearly articulating your career goals within the text of your resume.

Define Your Goals

Placing your career goals on your resume can be quite a challenge if you do not have a clear idea of what those goals are. If you are in this position, you're certainly not alone. Many of us have difficulty visualizing where we would like to be five or ten years down our career path. In a number of cases, this may be the result of selling ourselves short, thinking that the highest levels of achievement in our chosen field are closed to us because we are lacking in some area—interpersonal communication, written communication, decision-making ability, or other job skills which are critically important for managers.

However, if you talk with someone who has made significant progress in his or her career, you might be surprised to learn that this individual also faced feelings of inadequacy or believed that he or she was ill prepared for the job now held. Even sons and daughters of business owners often have to start out in entry-level jobs before they master the skills and expertise needed to run a company. In other words, it would be wrong to assume that a corporate executive is inherently more talented or more intelligent than you are.

Through research—interviewing executives, reading business magazines, and talking to members of professional organizations that you belong to—you should be able to develop a clearer idea of what your career goals are. Perhaps you would like to secure a managerial position…maybe you'd like to teach at the college level…or perhaps you would like to own your own company some day. Jot both immediate and long-term goals down on paper so you have some idea what kind of information you'd like to convey on your resume.

Showcase Your Goals

Once you have defined your career goals, it is important that you showcase them on your resume. Of course, there are various schools of thought about how to highlight career goals most effectively. Which approach you ultimately decide to take depends on a number of factors: what your colleagues and mentors consider to be most effective; what you yourself are comfortable with; and what is the most appropriate approach for the position you're attempting to pursue.

One effective means of spotlighting your career goals is by placing them under a "Career Objective" category in your resume. This category affords you the opportunity to clearly articulate the direction in which you'd like your career path to go. If you have more than one career goal to list, it's perhaps most effective to list your goals in bullet-point format.

But there are also some other creative ways you can indicate your career goals on your resume. For instance, in the supplemental information you provide for each position you've held, you can indicate how that particular job—or the duties that came with it—helped to move you toward your career goal. As with all the other text in your resume, this information should be stated clearly and succinctly. A simple phrase can inform a prospective employer about how a position aided you in developing the skills needed for achieving your career goals.

Avoid the Temptation of Omitting Critical Information

Unfortunately, some job seekers become so focused on their career goals that they feel that they have to radically alter their resumes in order to demonstrate their dedication to their goals. Such an approach is sure to backfire because it creates a resume that is misleading. When an employer discovers that you have omitted key information, he or she may be understandably reluctant to hire you.

You decide that a resume re-draft is absolutely essential. However, when you begin the re-writing process, you decide to give a major makeover to the "Experience" section of your resume. You eliminate every job that does not directly relate to your career goal. By "streamlining" your resume, you hope to increase your chances of securing the position you desire.

Unfortunately, things in the business world are not that simple. By omitting references to certain jobs in your resume, you are doing a disservice to your employer—and to yourself. You are making it appear as if you've been headed in the same direction throughout your career when, in fact, your career might have taken a number of twists and turns. In addition, your streamlining has resulted in the appearance of serious gaps in your work history. If a would-be employer believes that you were unemployed for long periods of time, he or she may simply place your resume in the reject pile.

Be Open-Minded

Recognize that your career goals can change throughout your employment. As a result, you may need to tinker with the career goals text in your resume every so often. This is not an admission of defeat—rather, it is simply an indication that, as your work experience broadens, your ultimate objectives may evolve, taking you along paths you never dreamed possible.

Article Source: http://www.simplysearch4it.com/author-articles/634/1.html

10 Career Resolutions

If your career is losing direction, it's time to make not only personal resolutions, but some professional ones too.

Resolutions are nothing but setting goals for your self, which is anyway the secret to success. But keep in mind not to set unachievable/steep goals that is not within reach. Set short-term goals and go for them. You could look into some of these resolutions or maybe go for all of them! And why not?

Enhance your skills: Add a professional degree to your CV. Or take a class or go to a seminar. It is essential to set learning goals on a regular basis. As the saying goes, 'If you're not green and growing, you're ripe and rotting.'

Learn new technology: The most happening thing in this age is technology which is here to stay. Communication is essential for business success. Take stock of where you're the weakest and change that.

Be prepared with your CV: In this day and time, you never know when opportunity might knock at your door. And it could be from outside of — or within — your company. So just be prepared to take up the challenge as and when it comes.

Learn a new language: This is particularly important if your work puts you in contact on a regular basis with people who speak another language. There are so many regional languages in your own country that you could learn or maybe go for a foreign language course. It will help you in the long run.

Clean out old files, e-mails: Cleaning up old files is a great way to revisit priorities and gain perspective on what's really important. Not only will it give you a fresh start to the year ahead, but if you pay careful attention to what you keep and what you toss it may help you manage your workload more effectively in the future. When it comes to technology, Holland warns not to succumb to ads touting the newest techno-trend, instead know yourself and choose tools that match your personality.

Network with four people a month: This networking could be a great way to expand your knowledge base. Once you've identified what you have to learn in those areas, determine the people who will help you realize those goals and meet with them accordingly.

Read best-selling business books: Imagine the impact you can make if you are well-versed on business trends, even if it's nothing more than to find your way to a healthy debate with others.
Find quality time for self/family: Look for ways to integrate both aspects of your life. Let family join you on a business trip, leave the office early on an afternoon to attend your child's sporting event, or share family reading time by catching up on the best seller on business while sitting next to your children or spouse.

Increase your saving habit: Saving for retirement is critically important. Simply commit to yourself to take that next pay increase and put in more money into a saving scheme. Making this part of your career goals will give you peace of mind that you're building toward a more comfortable retirement.

Exercise and eat healthy: With opportunities galore, find ways to exercise with your family. Pay attention to what you're eating. Take time to reflect on what activities invigorate you and commit more time to doing them.

About the Author
S.C. Mishra, a well-known Career Counselor, is an expert on various Career Subjects. He has authored a book on "Online Jobs in India".

Article Source: http://www.simplysearch4it.com/author-articles/10526/1.html

Career References

When you entered this job hunt, you knew you needed a résumé. A cover letter was a very good idea, too, and you got right on it. You may have even considered creating a follow up "Thank you" note for all those interviews (because you are very smart). You may have found yourself sitting at your computer late one night writing the perfect resignation letter (either the most difficult or most fun of compositions), being careful not to burn any bridges. But what about these references? You know you need them. You know that at some point in the interview game, if the hiring manager is on top of things, he or she is going to ask for them. But when? And from whom should these referrals come; past employers, co-workers, colleagues, mentors, professors, friends? Should they be written, or is it better for the hiring manager to speak to the referral (on the phone)? How far back in time can you go with your references before they are considered "too old," or no longer quite as valid or valuable?

Your résumé may proudly state that you have them available, "References available," but the truth is that statement is as far as many job hunters get, before scrambling to put something together at the request of a hiring manager or potential employer at the last minute.

When should you begin gathering references? You should be gathering these throughout your career life, whether you have a current need for them or not. Every time you leave a position, for example, you should be collecting letters, names and contact information from your employer, co-workers and clients who would be willing to express, either in writing or as a future contact, the level of services and work you have provided, even if the next job has been secured without them. When you graduate from college, getting letters of recommendation from professors and mentors should be one of the first things on your "To do" list. It may be a couple of years down the road before you need these references, but when you need them, when the job you are targeting is perfect and you want the best opportunity to beat out the other potential candidates for the position. . . good (no, great) references can make the difference.

Another reason why it is so important to gather these references immediately after graduation or resignation from a position is because at that moment your accomplishments, talents, skills and achievements are as clear to your reference as they may ever be. Think about what this reference or contact person may remember about you five years from now, versus what they know about you today. The achievement that brings such a wide smile of gratitude so soon after it's been accomplished may dim as the years move forward.

Get your references in writing, even if you have to offer to write the reference letter yourself. And try to get them on company letterhead if at all possible. Many people don't have the time or inclination to write a lengthy letter, but will be glad to sign one if the information is accurate and presented well. Written letters of recommendation remain a strong indication of what you have to offer.

In addition to having written letters of recommendation, you want to be able to provide the potential employer or hiring manager with names of those who they may contact who know of your work ethics, talents and achievements. By speaking directly with your references, the hiring manager may have the opportunity to ask questions specific and relevant to the particular position you're targeting. Because of this, it's important that you contact these references immediately following an interview, to bring them up-to-speed regarding the position in question and any particular criteria addressed in the interview. A prepared referral will provide much more enthusiastic and valuable information than one who is caught off-guard.

The information you provide to a potential employer regarding your reference contacts (in writing) should include: the referral's full name, their title (President, Owner, Manager, Producer, Program Director, Project Manager, etc.), the company they work for (ABC Corporation), their relationship to you (supervisor, employer, co-worker, mentor, professor, etc.) and a phone number or e-mail address where they may be reached.

Your references should be either current, individuals who have worked with you recently or have remained in contact with you on a regular basis and are familiar with your current career direction and achievements. Every employer or hiring manager is most interested in information that is the most current. Therefore, a referral who is familiar with your work during the most recent few years will be more valuable, from the potential employer's point of view, than a contact person whose last relevant experience with you was 10 or 15 years ago. This does not mean that you cannot include referrals who are from 10 in years in the past, but you should also include individuals who are familiar with your most recent work efforts and achievements.

What makes a good referral? A good referral addresses the personal and professional characteristics you have demonstrated in past positions or environments (relevant to the positions you are currently targeting), with a focus on the benefits or values of your contributions and efforts. Simply put, a good referral encourages a potential employer view you as a valuable hire.

Good luck with your job search!
Sue Campbell
1st-writer.com

Job Interview Mistakes To Avoid

The wrong move can cost you the job! You've worked hard to get to the interview stage. You passed the cover letter and resume screening process...maybe even a few telephone interviews.

Now its time for the face to face interview with the employer itself. Any number of items can go wrong but you have to be in control and must have confidence.

Go into an interview with the feeling that you are going to impress them so much that they will have to make you an offer.

The interview is the most stressful part of the job hunt for many people because now they can't hide behind the cover letter and resume. The real face to face human connection between possible employer and job candidate takes place. But for starters if you simply follow these tips below, you are on your way to interviews with results.

A big part of a successful interview is avoiding simple mistakes. Mistakes are deadly to the job seeker and easy to avoid if you are prepared.

These are the most common interview mistakes - and their antidotes.

1. Arriving late.
Get directions from the interviewer - or a map. Wear a watch and leave home early. If the worst happens and you can't make it on time, call the interviewer and arrange to reschedule.

2. Dressing wrong.
You make your greatest impact on the interviewer in the first 17 seconds - an impression you want to make powerfully positive. Dress right in a conservative suit, subdued colors, low heels (polished) and everything clean and neat. Hygiene includes combed hair, brushed teeth, deodorant and low-key scent. Check everything the night before, again before walking out the door and once again in the restroom just before the interview.

3.Play zombie.
OK, you're nervous. But you can still smile, right? And make eye contact, yes? Sit up, focus on the interviewer, and start responding. Enthusiasm is what the interviewer wants to see.

4. Research failure.
The interview is not the time for research. Find out the company's products and services, annual sales, structure and other key information from the Internet, the public library, professional magazines or from former employees. Show that you are interested in working for the prospective employer by demonstrating knowledge about the company.

5. Can't articulate your own strengths and weaknesses.
Only you can recognize your most valuable strengths and most hurtful weaknesses. Be able to specify your major strengths. Your weaknesses, if such must come up, should only be turned around to positives.

6. Winging the interview.
Practice! Get a friend, a list of interview questions and a tape recorder and conduct an interview rehearsal. Include a presentation or demonstration if that will be part of the real interview. Start with introducing yourself and go all through an interview to saying good-bye. Write out any answers you have difficulty with, and practice until your delivery is smooth (but not slick).

7. Talk, Talk, Talk.
Rambling, interrupting the interviewer and answering to a simple question with a fifteen-minute reply - all of these can be avoided if you've thought through and practiced what you want to communicate. Good answers are to the point and usually shorter.

8. Failure to connect yourself to the job offered.
The job description details the company's needs - you connect your experiences, your talents and your strengths to the description. It answers the essential reasons for the interview - "How my education/experience/talents/strengths fit your needs and why I can do this job for you."

9. Not asking questions - and asking too many.
Use your research to develop a set of questions that will tell you whether this is the job and the company for you. This will help you limit and focus your questions. But don't overpower the interviewer with questions about details that really won't count in the long run.

10. Bad-mouth anyone.
Not just your present employer, or former employer, or the competition. You don't want to look like a complainer.

11. Asking about compensation and /or benefits too soon.
Wait for the interviewer to bring up these issues - after the discussion of your qualifications and the company's needs and wants.

12. Failure to ask for the job.
When the interviewer indicates the interview is over, convey your interest in the job and ask what the next step is.

By Nathan Newberger

How To Negotiate An Increase

Sure, your boss or Board of Directors might call you in and offer you a raise. But chances are overwhelming that they won't. So if you want to earn more money next year than last, you'll have to initiate the process yourself, and use all your skills to pry loose a little extra. It's not easy to accomplish, however, In fact, annual increases in base salaries are averaging only 3%, the lowest amount in more than 20 years, according to Christine Seltz, spokesperson for Hewitt Associates, a nationally known compensation consulting firm based in Lincolnshire, IL.

Fortunately, about two-thirds of the nation's employers offer incentive pay for top performers. If you can work your way into this type of program, you'll receive extra pay or other benefits whenever you achieve specific performance targets. Depending on the specifics of your situation, these performance targets might cover just you or your entire team. Either way, however, incentives can provide much bigger take-home pay increases than conventional raises. Hewitt Associates' surveys show that today's budgets for incentive programs presently average about 7% of the budget for base compensation (that is, salaries). This means incentives provide more than twice as big a pie as raises from which to cut yourself a juicy slice.

Here are some strategic and tactical tips on how to increase your take home pay in the coming twelve months. Strategic Approaches

1. Determine your worth in the marketplace. Contact the competition, clip and save relevant employment ads, even talk to executive search firms. You might also look for references and facts in magazine articles and compensation surveys that support your idea that you should earn more. Be prepared for a happy surprise, especially if you've been working for the same company for several years. There is often a large discrepancy between your present salary and what the market says people with comparable skills and experience can earn. Many people simply don't know what they're worth. If you're already getting what the market says you're worth, don't give up on getting more.

2. Consider how to become more valuable to your employer. As business fashions and thinking changes, different departments become "hot" and are deemed worthy of fatter paychecks. For example, today marketing or finance might be better places to earn the big bucks than manufacturing or customer service. If you can't switch career tracks so quickly, you still might be able to take on additional responsibilities, or even discover totally new issues and projects that will make you more valuable to the company. Take advantage of the "cross training" mentality that's popular today. At the highest levels, employers nearly always prefer executives who bring a broad-based perspective to their work and the company's mission. If your present employer doesn't place extra value on a broader range of skills and knowledge, your cross-training efforts will still make you more valuable--to your next employer.

3. Feel good about asking for a raise, and don't worry about getting canned. "The threat of firing you for wanting too much is nothing but a psychological bluff," says Lawrence D. Schwimmer, author of "How To Ask For A Raise Without Getting Fired," now a top manager with Geneva Corporation, a San Francisco acquisitions and mergers firm. "Even a stupid boss knows the cost of hiring and training your replacement is much more than the raise you're asking for," Schwimmer counsels, "so don't weaken yourself by imagining the worst."

4. Phrase your request assertively, not aggressively. Leave out any "or else" threats, no matter how emotionally satisfying. This allows you to save face if your request is denied. You can take time to think things over, and either make plans to leave or make clear that you've decided you like your job and your firm so much you'll stay and see about getting a raise later on.

5. Anticipate the objections, worries, or problems your request might generate, and incorporate the top three or four in your initial statement. Done right, this approach can "take the wind out of their sails" and make it harder for your employer to say "no." Be careful, though, if you bring up really powerful reasons for refusing you a raise, you might be providing the opposition with unbeatable arguments.

6. Set limits: Don't ask for a raise in general, but for a raise of a certain size. Don't allow an open-ended time limit on getting a response; ask to be informed within two weeks.

Tactical Approaches

1. Base your request for a raise on performance. Arguments about pay equity, reference to the many years since your last raise, pleas for compassion because you have big expenses coming up--none of these fly very well in today's economy.

2. "Bring solid documentation of what you've done to help the company," suggests Schwimmer, "and, anticipating that you'll refer to your performance when you ask for a raise, keep a file to document your level of performance during the most recent year or six months."

3. Be assertive in your request. Don't hint or allude to what you want. Communicate honestly and directly in an appropriate manner. "In fact," says Schwimmer, "you might want to ask for twice as much as you think you're going to get, so you can negotiate down to an acceptable level."

4. Role play your request before you make it. Try talking about what you've done to merit a raise to yourself in a mirror, or while driving alone. Having said the words many times before, you will probably ask for the increase more confidently and articulately when it counts.

5. Negotiate for perks and travel benefits, not just salary. For example, get permission to attend
seminars and training sessions in areas of interest that lie outside your present job description. Or negotiate for paid leave so you can have more frequent 3-day weekends. Ask for a car allowance. Three out of four times that an increase is in order, say the experts, such a request is met with some concession.

By Robert Moskowitz