Salary Negotiations 108: Making the Case for a Raise

You’re not entitled to a raise — but, at the same time, you deserve to be fairly compensated for your work. If you deserve a raise, ask for one.

Find out how raises are typically handled in your company. Are they given out at a specific time each year? Are they merit- or performance-based, or fixed cost-of-living raises?

If you work for a company that doesn’t do annual performance reviews (and raises), ask your supervisor for an opportunity to meet one-on-one to discuss your workload, performance, objectives, and compensation. For each of these topics, you need to take the initiative to prepare the questions and information to guide the discussion. Scheduling regular reviews with your supervisor will help ensure you’re on track with your performance — and give you the opportunity to discuss your performance — and compensation — each year.

When asking for a raise, make a list of your work achievements and quantify the value to the company (in terms of numbers, percentages, and dollar figures). This provides concrete data for why you’re valuable to the company. Be prepared (with examples) of projects you’ve completed that generated revenue, or saved the company money, or solved a specific problem. Focus on what you’ve done to create positive changes in the company, manage unruly employees or customers, build relationships (internally and externally), and avert disaster. You need to justify your raise. Also highlight what you’re working on right now (especially the impact these efforts will have on the company in the near future). Outline your goals for the next year — what are your priorities and what will they contribute to the company?

Consider using a free service like Get Raised (http://www.getraised.com) to help you develop your case for your raise. It will help you articulate your value to the company and creates a letter that you can submit as a raise request.

Don’t say why you need the money. Don’t use personal — or emotional — reasons for requesting a raise. Your boss likely can’t justify a raise because your basement needs work or you need a new car. Just because you need the money is never a good reason to ask for a raise. (At least, it’s not a good reason to give to your manager!) What seems to be a legitimate need in your mind might not be for your boss. Keep the focus on your work performance.

And be sure to “dress for success” in your request-for-a-raise meeting.

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