How to Demonstrate that You Deserve a Raise

I talk a lot about asking for raises, so I simply had to post this list from US News on five things to do before you ask for a raise:

1. Overperform.
2. Timing Is Everything.
3. Do Not Ask Your Coworkers What You Should Do or How Much to Ask For.
4. Ask for More Work Before You Ask for More Money.
5. Do the Work No One Else Wants to Do.

I agree that #2 and #3 are important. I think #4 and #5 are marginal to incorrect. But the ONE thing I agree with 100% is that you MUST overperform before asking for a raise. The steps to doing this are as follows:

1. Determine the expectations for your position. Talk to your boss and make a written list of what he expects from you. Make the items as quantifiable as possible so there can be no disputing whether or not you reach them. Agree on the list so you make sure you're on the same page.

2. Work to overperform. If your expectation is to save the company $100,000, work to save it $150,000. If you need to grow sales 5%, work to grow it 10%. If you need to get three new customers ordering your product, work to get five.

3. Document your success. Every once in awhile (I do mine weekly), let your boss know how you're progressing versus your expectations. Eventually, the update will speak for itself -- that you've overperformed.

4. Show you're underpaid too. If you overperform, that can be good enough to get you a raise. But if you're also underpaid for what others doing your job are earning, then you should really be able to get a raise. Go online and get the data to show what others are making and how you're paid below average (even though your work is above average.)

5. Have a great attitude. Certainly top performers without good attitudes get raises too, but if you overperform AND have a great attitude, that just makes your boss want to give you a raise even more. Make it as easy as possible for him to say "yes" to your request for a raise by being someone who's pleasant to work with.

Often I'll get a comment from people lamenting that they can't get a raise at work. I ask them if they are overperforming and they say something like "not really", "I'm not sure", or just plain "no". That's when I tell them the cold hard truth: you get a raise because you deserve one -- and up to this point you haven't demonstrated that you deserve one. That's when I tell them what I've told you above -- the few steps I've noted above that make it clear that you deserve a raise.

Comments

[Stephen]

Good post, and I definitely agree on the "are you over performing?" question.

Here's my dilemma: When annual reviews were performed last April, I received high marks on the entire review (4s and 5s in every category, out of 5 total). I was told I would have received a promotion at that time, but I had only been with the company for 10 months, and policy is to not allow promotions until 12 months of employment (even though this policy was not followed by other departments in the company). I was then told that I would receive a mid-year review in October, where I would receive my promotion and pay raise.

It's now October, and I've been told that the company is not doing any mid-year reviews or promotions & raises. This is from the CEO and Executive VP due to the "current economic conditions". My direct manager has been fighting for me to get the bump, and has said things like:

"I just want you to know that I have personally (as I know others have) been very impressed with your professionalism, eagerness, ability to pick things up quickly, and most of all your ability to work directly with clients. You are performing at the next level and deserve a promotion!"

What should I do? I've updated my resume and am going to start looking for a new job, but I would like to stay with my current company besides the above mentioned situation. I've been absolutely kicking ass the past 6 months since my last review, making the company hundreds of thousands of dollars and sacrificing a lot of my personal life by working on the other side of the country. However, I have nothing to show for it.

Would my best plan of action be to get a couple of other offers in hand, go into the bosses office and "threaten" to leave (in the nicest possible way)? Or is there something else I can do?

[FMF]

Stephen --

I'll post your question in a week or so -- look for it then!

[Stephen]

Thanks FMF. I look forward to it! Let me know if you'd like any more details or information.

[LAL]

My DH has gotten raises for 3% the past 2 years, and he's been above average in ratings. The difference? The real raise comes with the promotion which will occur this year. I know he overperforms his ratings were 5 for 5 instead of average 3. But the market's been bad. So he's gotten bigger raises than other people, but not raises.

[HiredGoon]

I don't get #3 about not asking your coworkers. Why would you not?

[FMF]

Hired --

I'm not sure what you're talking about...