How I negotiated a pay rise

I have also successfully coached various clients through this process. 

For context I negotiated this pay rise while I was working in a marketing role for an independent chain retail organisation.

I had been in that role for around two years and had been working my but off to excel and I did. I mean, I not only achieved my KPIs, I created more for myself. I was about mid-way through my career, still extremely enthusiastic and motivated to climb the corporate ladder (let’s be honest, I was very focused on getting to the top as quickly as possible). I was feeling really good about my career at the time, from an outward perspective. It is funny though isn't it how when we look back and reflect, we can see ourselves in different light but that is a story for another day.

Key point - I was feeling very good with my performance and confident in the work I was producing and my productivity. 

I requested a pay review. 

I had a performance review already booked in, however it is advisable to request a pay review at the sametime instead of requesting a pay rise with no warning. 

To prepare for the pay review, I had a very clear and realistic percentage (and dollar amount) in mind and wrote it down. I understood the labor market and average pay for the level of work I was performing. 

Note for Labour Market Insights visit https://labourmarketinsights.gov.au/ 

I then listed my achievements over the past 12 months in a way that demonstrated how I not only performed by KPIs but went above the expectations and exceeded my delivery. Where possible I used percentages and numbers to boost my proposal. 

Key point - I ensured I had direct evidence to prove what I was in fact doing what I was saying. 

I then reviewed my job description with my work output. This also demonstrated I exceeded above and beyond my pay bracket and could clearly see that I was performing at a higher level. 

Key point - ensure you understand your expectations (job description) clearly and can outline the ways you are overperforming, therefore your request for a pay rise is understandable. 

The last thing I did was practice. Going into a meeting knowing you are asking for more money is not something that comes naturally to anyone. What we can do is prepare, practice and take the pressure off the outcome. 

Key point - practicing in front of the mirror, voice memo yourself and hear yourself going through the process will take some of the nerves away. 

Then you ask the question. But how do you even begin? 

Start with getting clear on your intention. What is it that you want to achieve? And when you really think about it, is it actually the pay increase that you are looking to achieve, or is that the outcome? Let’s talk about this… if you set the intention that you are going to be really clear, concise and confident in your presentation and with your proposal you will enter the room with that energy and demeanor. The outcome of presenting yourself in this way is receiving a 5% pay rise. If you set the intention of receiving a 5% pay rise, you may come across as being edgy and aggressive. 

Ensure you don’t make the outcome mean anything. If I do not receive the increase, does this mean I am not worthy, I am not actually doing a good job and leaves you with a bitter taste in your mouth and starting to resent the work that you are doing. Focus on walking out of the meeting feeling like you put your best foot forward and now it is out of your control and focus on the next thing. 

Often a decision like this does not happen then and there, it needs to go through an approval process so don’t expect to hear an answer straight away. 

This is how I approached the conversation. Note, it went something along the lines of this and this, obviously not word for word but a good example you can use.. 

[Performance Review was first] 

As you are aware, I wanted to discuss the potential of a pay rise. To support this, I have written a proposal (listing my achievements with evidence statements) which I would like run over with you, if that is ok? 

I went over each achievement, some I gave more context to and others I could simply state. A discussion was had over this. I then referenced the job description for the role and outlines how I am exceeding this. 

Finally, I ask the question - As you can see, I have put some time into outlining my achievements over the past 12 months as I would like to propose a pay increase, to match my performance and output of XXX amount (can say in percentage increase or dollar amount). 

Would you be happy to support this? 

And let the conversation roll on from there. Remember to leave feeling like you have presented confidently and clearly this will give them confidence that you deserve the pay rise as often you have to prove this point. 

Doing this work, this preparation, this intention setting and back yourself and your work will result in a pay rise - it is inevitable.

Need more support? Join the Asking for what you want… and getting it Masterclass

We will cover pay rise - promotion - flexible working arrangements - job sharing - working part time - pitching a project. 

This 3 Part Masterclass Series that will teach you a step by step process to ask for what you want with confidence and conviction.

Register HERE or if you would like more information click HERE