Career Cube Blog

This past week I was working with a company that was hiring a new employee. They had successfully navigated the resume, phone interview and most of the in-person interview. But there was one question that gave a manager pause. She was asked what she was making now and what she was looking for in a salary.

Yes, it’s the icky salary question.

This person was currently working in a position that was a “filler job.” The hiring company recognized that, and we all know that there are times when you just need a steady paycheck coming in. The candidate had several other years of relevant experience, so the company wasn’t too concerned.

But when it came to the salary question, this candidate was thrown. She didn’t have a prepared, smooth answer, and clearly evaded the question. She was asked this question by the hiring manager and her boss, and gave the same semi-evasive answer both times.

I’m guessing that the candidate wanted to avoid the salary question because what she was making now was so much less than what she had earned in prior professional jobs (and deserved), that she didn’t want to get lowballed.

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Getting a raise in this economy is very difficult for two reasons: management is rewarded for controlling costs and the bar for employee performance keeps going up. Before you walk into your boss’s office and have a discussion about a raise, read through this newsletter to learn how to do it successfully.

Do Not Use The Word “Raise”

Use the phrases “increasing my compensation”, “moving up in my pay scale”, “earning a promotion”…etc. These phrases sound more polished and they lead to more professional conversations about money - which is an awkward subject for most people anyway.

You Get Paid For Results And Productivity

I hate to break this to you but getting a college degree does not automatically qualify you for a raise. Being in the same job for the last 10 years does not automatically qualify you for a raise. And working hard doesn’t necessarily earn raises either. If you have to work hard to accomplish what others do more easily, you may be admired for your work ethic, but you probably won’t receive a raise because of it. You get paid for what you deliver and how you deliver it, period.

Not Wanting A Raise Is Not Good

If you’re reading this newsletter and thinking “I’m happy with where I am; I don’t need any more money”, I would caution you to be very, very careful about your attitude. While management does not like pushy people, they also do not respect unambitious people. They just don’t tell you that to your face. If you don’t show any desire to move up and make more, you can be sure that you are at risk.

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