Magazine article Management Today

Your Route to the Top: Get a Post-Slump Pay Rise

Magazine article Management Today

Your Route to the Top: Get a Post-Slump Pay Rise

Article excerpt

Override excuses. With budgets tighter than ever, pay rise requests can easily be argued away. Agree with your manager what criteria would merit a raise, set goals, then (once you've smashed them) share the proof. What choice do they have?

Build allies. Pay is rarely just down to our immediate boss. Who are your manager's key influencers? What do they think you are worth? Find them, target them, dazzle them.

Come to the rescue. Whatever your company's strategy for recovery is, align your efforts to it. It's hard to ignore someone who is bringing the business back to life.

Talk yourself up. Find ways to refer to your successes, eg, 'Something I learnt when negotiating our biggest deal was ...' As respect for you builds, so will your case for a raise.

Time your triumphs. According to psychologists, we tend to remember (and attach greater importance to) the last things we hear, see or experience in a sequence. Manipulate your manager's memory by regularly going the extra mile, but ensuring that big successes happen just before your pay review.

Sell the benefits. …

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