How to ask for a raise and actually get it: You have to ask for the pay you deserve in order to get it. No one will notice that you’re nice and give you a raise. To guide you on how to do this, we spoke to business and human resource experts on the tricks you can use.
Stuck with poor pay
It is easy to get stuck with poor pay if you are too content. This includes getting too comfortable with what you’re earning out of fear that you’ll cause trouble, annoyance, or jeopardize your position.
“Getting a low entry into a job is a common mistake that gets women stuck with poor pay. If you get a low entry, your salary will always be lower even if it is within the scale. Don’t sell yourself by thinking that if you ask a lot you won’t get the job,” says Perminus Wainaina, the head of recruitment and managing partner at Corporate Staffing Limited, a human resource firm based in Nairobi.
How to do it
According to Wainaina, preparation should account for 60 per cent of your pitch for higher pay. ‘HOW’ you do it and ‘WHEN’ you do it should account for the remaining 40 per cent. “Your preparation starts the moment you realize you’re underpaid. The objective behind preparation is to get your timing right and to avoid making the request personal,” he says.
For example, you cannot ask for a pay increase in the week your employer has released a profit warning to shareholders. Wait until such a time when the employer will be receptive to your request. Know to whom you’ll address your request. It is beneficial to have a good relationship with the decision maker. This is done through good performance and reliability. Not favours. “Certainly the request for higher pay is not made at the front office. You have to know and follow protocol and policy,” says Wainaina.
The economy is bad
Basing the request for salary increment on harsh economic times or a change in personal lifestyle, or personal finance is the most common mistake women make. You won’t get a salary hike if you tell your employer that the cost of living has increased, or that you are servicing too many loans, or that your landlord increased rent.
Instead of giving you a raise, your employer will mostly think that you are undeserving and, or ungrateful for the position you hold and the pay you get. “In as much as these reasons might be valid to you, they broadcast you as incapable of managing your own affairs,” says Wainaina.
What are you worth?
From the word go, you must know your worth and be able to prove it. If your male colleagues get higher pay for the same tasks you handle, do not just play victim to gender pay inequality.
Show your worth through your performance history and ability to handle more responsibilities instead. “Justify your prospective pay using previous performance appraisals, prevailing company performance and general conditions,” says Wainaina.
When stating your worth, your employer will not be very interested in your academic qualifications, but in your skillset, reliability, and efficiency.
For example, if you are responsible for five items, your chances will be boosted if you can demonstrate that you have been handling five extra items that added value to the company. The bottom line is value addition.
The negotiating table
During negotiations, your figures must be within rational range. Do not demand a salary that is equivalent to the salary paid to a manager at a multinational firm if your employer is in the medium enterprise cadre. When opening room for negotiation, you can over quote, but reasonably.
This means that you cannot table a 50 per cent pay increment request. It will be irrational. “Be aware of your career environment and remuneration at your current workplace and other related companies. This includes your employer’s compensation policies. This will guide you on what pay is reasonable to ask for, says Ms. Nderu. Don’t bring up the issue of salary too early.
Wainaina says that on the negotiating table, salary accounts for a maximum of 30 per cent of what employers consider. 70 per cent accounts for the value an employee is adding or will add to the company. “Never demand for higher pay by arguing that you got a better pay package offer from a rival company, especially if no such offer exists,” he cautions.
What amount should you ask for?
An employer can say they’ll pay you Sh. 60,000 and end up paying Sh. 80,000 or Sh. 40,000. It all depends on how you qualify the figure you put on the table. For example, if you earn Sh. 80,000 and your employer says that they will pay Sh. 90,000, you can still negotiate for Sh. 100,000 or even Sh. 120,000. “There are companies that state fixed salaries but end up paying either higher or lower after evaluating what the applicant will bring on board,” says Wainaina.
This is especially common when applying for promotion or a new position. “Company 123 Limited might offer a position whose salary is Sh. 100,000 but end up paying you Sh. 150,000 if you prove that you are worth as much. Similarly, the same company could end up paying you Sh. 70,000 for the same position,” he says.
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What not to say
- It is years since you last gave me a pay raise!
- I know it’s a bad season for the business.
- Why is my partner making more than I do?
- This is what I’m worth and this is what I expect.
What you can negotiate for apart from salary
- Bonuses: find out if you’ll be eligible to get annual bonuses. You might lose out on bonuses if you’re joining a new job irrespective of how long you’ll have served when they’re paid out.
- Pension schemes: some employers do not facilitate or allow employees to join pension schemes. Negotiate to get into one to ensure your pay hike doesn’t get drained by personal pension obligations.
- Commission: your commission will be relative to your performance. Know if the company is willing to reward your performance by giving you commission in addition to your salary.
- Advance salaries: there are employers who may not offer advance salary to new employees. If you feel you may need to take an advance at some point, bring it up during negotiations.
A version of this feature was first published in the Saturday Magazine. The Saturday Magazine is a publication of the Nation Media Group.