How To Get A Raise: Stress Value, Not Need

No one likes to ask for a raise. But there are situations when it makes common sense to say to the boss, "I believe I am worth more to this organization than I am being paid. I would appreciate a raise."

Never try to make a case for a raise on the basis of need. Organizations can stay in business only by paying people what they contribute to the bottom line, not their needs.
You are justified in asking for a raise when one or more of the following conditions exist.

• You are making a contribution toward your employer's goals above and beyond what is expected from your position. . You have been filling a more demanding position, which usually pays more money, for a considerable time.
  
• There is no formal system in place for performance reviews and you haven't had a raise in a reasonable period of time.
  
• You have an offer from another employer for more money and you are prepared to make a change if necessary.

Before you rush in to ask for a raise, you should understand that one of three things could happen. One, you may get the extra money. Two, you may find out you are not nearly as valuable as you thought you were, and that your future is limited to your present position. Or, three, you could lose your job when you cause the boss to focus on your performance in terms of hard cash.

Be prepared; be sure of your facts. Remember, you are making a sales presentation for a product (your service to the organization) to a buyer (your boss) who has a limited budget from which to buy answers to a number of highly competitive needs.

Make sure you know how things are going with your boss and the company.

Common sense tells us not to ask for a raise when the company is in the doldrums or when the boss, himself, has just been passed over for a raise. Choose the time and place when your boss is most apt to give you a fair hearing.

Find out how your compensation compares to other jobs in the company and in terms of what other employers are paying for people with similar responsibilities and experience. Know what the fair market value is for your talents.

Get a reading on how your fellow employees and your boss rate your performance. (It had better be a reasonably good report before you ask for more compensation.)

Get directly to the point when you meet with your boss.

Review your contributions, being as specific as possible in such terms as savings, increased productivity, growth in sales.

Underscore your loyalty to the organization. Suggest your potential for even greater contributions based on demonstrated performance.

Present hard data to prove you are not paid up to scale when compared to similar jobs inside the organization and in your employer's business category.

Be prepared to define a range of increase you think is fair, if you are asked to do so. Do not demand. Be ready to discuss the pros and cons of your performance. Keep your cool. It will be a rare boss who will not be a bit annoyed that you have had to ask, either because he has allowed you to lose touch with reality or because he has failed to recognize your worth and frustration. Don't be surprised at some backlash. Accept both praise and criticism with equanimity. Be ready to work out a compromise.

It is unlikely you will get an answer on the spot ... unless it is a resounding negative. Leave the door open for a positive answer or at least further negotiations later.

If the final answer is "yes," express appreciation (but do not go overboard) and work twice as hard to prove your boss made a good decision. Start right then earning the next raise. If it is "no," buckle down, do a better job and prepare for another chance. Or leave for a more rewarding environment.

How to Use References as Your Secret Weapon (and Not Get Torpedoed!)

"REFERENCES AVAILABLE UPON REQUEST." This is standard language that appears on many job seekers' resumes. What is implied is that GOOD references are available upon request. Why would you provide references that will not help you get the job? Sadly, by not adequately preparing themselves and their references, many job seekers have seen a perfect job slip away. Don't let that happen to you.

The practice of calling individuals identified by the applicant themselves to vouch for them might seem silly, but for most hiring companies, reference checking is an important and necessary part of the hiring process. With the costs of hiring an employee ranging from $6,000 to over $25,000 if relocation is involved, employers want to make sure that their investment pays off. Take action to make sure your references actively help you secure the job you want.

1. References Need to be Presented Professionally
You know that your resume and cover letter are supposed to be prepared flawlessly. The presentation of your references should be given the same level of attention and professionalism, as they can reinforce (or undo) the positive impression the potential hiring company already has of you before checking your references.

Nothing is less professional than a job candidate groping through their notes trying to find a phone number for their references. It announces that you are unprepared and perhaps not even confident that you would need to provide references.

Be the person who pulls out a professionally prepared list of outstanding references, with everything that the reference checker could possibly need. This act states that you are ready and organized, and are approaching the job seeking process like the work project it really is.

2. Know the Differences Between "References" and "Employment Verification"
Many people get the terms "References" and “Employment verification” confused. “Employment verification” is when the potential employer contacts your previous places of employment to verify you worked there. This is different than a professional “Reference,” where someone is willing to discuss your work and vouch for your ability to do a good job.

Employment verification focuses primarily on facts; references often focus on subjective information. References are based on personal relationships. You are essentially asking someone to answer questions and share their impressions about your work style, accomplishments and interpersonal skills.

As part of your job-hunting preparation, you also want to do some homework with your former employers to understand their employment verification policy. Each company usually sets its own unique internal guidelines for handling such requests. You should know what information the company will release about you, such as dates of hire, last date of employment and job titles. Most companies restrict the information to those basic facts, but some will share salary and performance information also. Make sure you know who will be handling the response when employment verification requests come in.

3. Choose the Right People to Be Your References
Years ago, it was acceptable to provide both “personal” and “professional" references. In the new millennium, the credibility and relevance of personal references has disappeared. Forget the long-time family friends. Forget the priest, minister, or rabbi. Concentrate only on people who can attest to and give specific examples of your work, work ethic, and work style.

You want to offer 3-4 references, with 5 at the most. Try for a mixture of people above you (bosses, project leaders and managers), people next to you (peers, colleagues and co-workers), people below you (employees, mentees, support staff), and people outside (vendors and customers). Each of these people will view your skills and contributions differently, and can offer refreshing insight to a new employer.

Also strive to represent a mixture of work projects, different jobs you've held and community projects over the last several years. Each reference will therefore be able to provide examples about many different facets of your expertise. The result is a well-rounded and positive picture to paint for your new employer.

4. Time the Presentation of Your References Correctly
Pretend you have offered to be a reference for a colleague. You give permission to be called at work, although your schedule is always busy and overcrowded. Now, (honestly), how many reference discussions with strangers would you like to have about your former colleague? Ten? Fifteen? If you are honest you know it is more like one or two. More than that will start to grate on your nerves. While you want to help, your time is too precious to waste by talking to a lot of people when a job for your friend isn’t really at stake.

The point is that references are one of your most valuable resources in nailing that job offer. Don't waste them, and don't let them be called randomly. Guard them with the respect they deserve and let them only be contacted infrequently.

The ONLY time to share your references’ names and contact numbers is after you have been interviewed and you sense a job offer may be coming (and you are interested in possibly accepting). Before then it is simply too early. Of course, this means that references should never be listed on your resume or on your cover letter. Instead, they should be on their own professionally prepared document that you present to the interviewer at their request.

5. Make It Easy for Someone to Contact Your References
The Reference Sheet should include the reference's name, the address and phone number where they would like to be contacted (ask them, since most will have a preference), their current job title, some background on them (John has worked for GE for 25 years in both engineering and manufacturing, and is now the head of the group pioneering new products. He is a huge Yankees fan), and the nature of your professional relationship with them (I worked for Sue for 6 years, beginning as an administrative assistant. She promoted me to Marketing Coordinator and that was where I learned all about printing).

If you provide all this information in a professional format, you will likely be the only job candidate who adds this special attention to detail. Additionally, the background and relationship information you provide gives an entry point for the reference-checker to begin the call to the reference. This makes it easier on the interviewer, and therefore reflects well on you!

Remember, the reference-checker is forming an impression of you all along the process. Reference checking is subjective -- people "get a feeling" about you from the person. Make the initial impression they have of you positive, "Wow, Joe is so organized, I have lots of information about the people I have to call to discuss him. This is easy."

6. Prep Your References Before They Are Contacted
The worst thing you can do as a job seeker is to allow an experienced Human Resources Manager to contact your unprepared references and begin to grill them about you. Yet most job seekers do not make sure their references are prepared and primed to talk to the future employer. As the owner of the process you need to make sure your references are primed on
a) your past accomplishments and b) your future career goals, interests and strengths.

Does your reference have a copy of your current resume? They must! How many of you can say your boss really knows ALL of the things you get done around the office? Most don't -- so give them a cheat sheet. Remember, these people are your fans, and will love reviewing your resume and agreeing that you are a wonderful employee that can make a real contribution.

Before you give out a reference's name, place a call to them. Tell them about the job you are considering, and what you will be doing in the position. Be sure to tell them which traits to emphasize or what skills you wish them to communicate to the prospective hiring manager. The more they know about the job and what you have already told the potential employer, the better they can assist you in getting the job offer.

7. Make It a Priority To Keep In Touch with Your References
Your work is not done when you get the new job. Be sure to go back and thank your references profusely. Thank you notes are important and are expected from a professional at any level. Anyone who helps you along the way should be thanked and you should offer to return the favor if you can ever help them in the future.

Also, be sure to stay in touch with your references for the long term...you may need them again someday. Many job seekers complain that they have "lost touch" with old employers and colleagues and therefore don't have any references to provide. Starting today, you must take on the responsibility to keep in touch with a list of people you would like to serve as future references. Holiday cards and birthday cards are a great way to stay in touch without a lot of effort.

Does No Degree Mean No Job? Not If a 'Degree Equivalent' Will Do

Often, while perusing the job postings, you'll see listed under the requirements section wording such as "Bachelor's degree or equivalent."

Does this mean that those without a degree need not apply? Not necessarily.

Although many corporate cultures require that their employees be degreed regardless of their position or length of experience, others will allow the degree to be trumped by industry experience. This is especially true for those job postings that have a degree **or equivalent** tagged to them. As such, you may have a chance when you lack the degree. Generally speaking, a degree will usually be mandatory for those younger candidates lacking solid, relevant job experience. The operative word here is "equivalent" and how that is defined.

Sell Results Instead

While these employers may have different requirements for equivalent experience, a good rule of thumb is to demonstrate past performance and proven results in your previous work. To accomplish this, your goal is to show how you either make money or save money for your employer.

From your past work experience, develop as many specific instances when you actually have done so. If you can attach a dollar-value to several of those, so much the better.? Put these in your resume.

Here are some actual examples:

• "Responsible for generating 13 new accounts by creating database and mailing piece."
• "Increased revenue by 38% from new social market bookings."
• "Chaired meetings and headed the negotiation discussion that resulted in the settlement of a long protracted contractual and legal issue with the subcontractor and client."
• "Improved cash collection and debt aging from average 100 days to a more manageable 30 days and realized savings of about $276,000."
• "Reduced turnover by 45% over previous management within 15 months through my training program and development plans."
• "Won the Leadership and Excellence Award in 2007 for outstanding achievements during my project management role."
• "Increased our customer satisfaction survey scores by 32% on average by training my team on the proper way to provide a great customer experience."

Showcase Your Main Strength

You should also have a USP (Unique Selling Proposition) near the top of your resume. Also called a "Personal Branding Statement," this is a short, one-sentence "pitch" that describes who you are in about 15 seconds. Your USP should state the single greatest strength you offer and the biggest benefit that you bring to an employer.

Example: "Hospitality business development professional with a strength in creative sales and marketing techniques that generated $500,000 in new revenue for my employer in 12 months."

You can outweigh the formal education by showing exactly how your specific work has benefited your previous employer. The bottom line is that employers today, more than ever, want to have problem-solvers on board. Though you may have no degree, you can prove yourself a resource that fits into their larger profit and loss picture. If you can demonstrate that, you can get hired.

Six Signs That You Should Run -- Not Walk -- from Your New Job

So you've finally landed a new job and you're thrilled. Hopefully, your new position will be one that provides you with support, great opportunities and plenty of recognition for your successes. Unfortunately, a company that seems like Cinderella during the interview process can end up looking more like an ugly stepsister once you actually join the team. Here are six real-life, obvious signs that it's time to run away and never look back!

1. You ask your new boss for supplies and she hands you a pencil and a small notepad -- and nothing else. While not all companies can afford to outfit employees with state-of-the-art laptops, mobile phones, palmtops and company credit cards, it is important that you are given the tools that you need in order to do your job. If you aren't, or if the company questions you every time you ask for a new pen, it could be an indication of financial stress.

2. You were shown to your desk on your first day at work, given a company manual and haven't been spoken to since. Even if you have years of experience, you should always be given some kind of orientation or training during your first days on a new job. The companies that are known as the best places to work all have substantial training programs and processes in place to make sure new employees feel comfortable and supported right from the start. Be wary if you feel like you have been left to go it alone.

3. Every time you tell someone about your new job with the company they raise their eyebrows and say 'Really? Wow... good luck with that.' A company's reputation isn't always completely accurate, but it does usually stem from legitimate information. Good companies to work for are typically well-known and well-respected in their communities. In fact, you should ask others in your industry and the local business community what their thoughts are about the company when you are doing your initial research. If everyone you ask has a negative tale about your new employer, the chances are that their impressions have some validity.

4. After two weeks on the job, you are already halfway to becoming the employee with the most seniority. One of the biggest issues for human resources professionals today is employee retention. You will notice that most of the country's top companies have employees who have been around for years. Lengthy employee tenure is often a sign that the company is doing something right. 'I joined a firm and learned that the company had seven other employees come and go in the past year,' says Sarah, a public relations executive. 'What's worse is that it was only a five-person operation. That should have been the first sign that the company was not a great place to work.'

5. You answer the phone while the company's secretary is away from her desk and find that the voice at the other end is a debt collection agency calling for the third time that week. While this sounds unbelievable, this actually happened to one worker, who said other employees at the company were eventually instructed to not answer the phones. 'It became a joke with all of us,' she commented. 'We used to run out and cash our pay cheques as soon as we got paid and were always afraid that they were going to bounce!' If you see any signs that your company is in real financial or legal trouble, get your C.V. back out on the market.

6. You notice that every day for the last five days, at least one person has run crying from your boss's office. While not everyone's boss is a bundle of joy, you should expect to be treated with respect in the workplace. If you see signs that the executives running your company make all of the other employees shake with fear, burst into tears or work on edge all the time, look for a greener pasture. There are companies out there that find success without putting employees through the ringer.

You will not know everything about your new company until you put in your time, but if you get a bad feeling right away, there is probably a good reason for it. Trust your instincts when you start a new job, and know what qualities you want to see when you walk into the office. Doing so can keep you from being stuck in a dead-end situation that leaves you frustrated and unfulfilled.

That's not my job!

It’s the end of the week and the to-do pile of work on your desk doesn’t show any signs of getting smaller. Your boss walks into your office and asks you to a ‘little’ job and you can’t say no, which results in you taking on more work than you can realistically manage.

It is a natural response to want to accommodate the requests of your superiors, after all, they pay your wages and can help make or break your career. And, you don’t want to disappoint them or give the impression that you are too lazy to help, or feel that you are letting everyone else down.

But, there is also the very real risk that you can sabotage your career by saying ‘yes’ all the time. Your credibility and reputation can be irreparably damaged if you end up failing to deliver on something you've committed to.

So how do you decline extra work without offending anyone or risking your job?

If you have always accepted the demands of your manager without question, then it may be more difficult to break that pattern of behaviour and maybe even daunting.

If you are overloaded with work, you need to take steps to remedy the situation because when your workload is excessive, you cross over the line between ‘positive’ and ‘negative’ stress and start to feel out of control.

If you can’t say ‘no’ then you are in danger of becoming stressed, fatigued and even resentful of your peers or superiors, particularly if you end up having to work through your lunch break or staying longer than everyone else at the end of the day.

When saying ‘no’, try to remember that the person making the request probably has no real understanding of what your existing workload might be or perhaps they don’t fully appreciate the time involved for you to carry out their request.

The most effective tactic could be to avoid confronting your manager about your overall workload. Instead, restrict your negotiation to a specific task or project that is taking up too much of your time.

A blunt refusal to help will simply burn bridges and damage goodwill. Instead, simply explain your existing commitments and perhaps propose another way or another time that you could offer assistance.

If you say ‘no’ make sure that you do not fall into the trap of being over-apologetic. Say what you need to in a concise way so that it doesn’t sound like you are trying to make excuses to avoid taking on the extra work.

And, stand your ground. If people get the impression that they can talk you round then they may persist until you give in. Don’t.

Saying ‘no’ will get easier as you go along, just remember to think it through so that the person who is being refused can see that you have seriously considered their request.

Human nature dictates that we all have the need to feel accepted and liked by others. But, someone who is assertive and fully aware of their capabilities and limitations, who is able to calmly evaluate requests made of them and judge whether to agree and communicate their decision in a confident and clear manner is going to be looked upon favourably.