Katie Roberts Career Consulting

Thinking you deserve a pay rise and maybe even asking for one outright, might not be enough to achieve the outcome you are after. To ensure success, you will need to build a strong case that demonstrates to your manager why you deserve a pay rise – with proof that showcases your success and supports your case.

This process should ideally be ongoing right throughout your career, with your strategy relying on the development of a strong case demonstrating why you deserve it. Here are some simple steps to follow:

Step 1 – Understand your company process – the most appropriate time to have a pay rise conversation is during a formal one-on-one performance review or your annual appraisal. However, pay review processes differ from organisation to organisation and some don’t follow a formal process at all. If your company doesn’t hold regular reviews/appraisals, you should ask for an opportunity to present your case. Don’t ambush your manager though – simply tell them you’d like to have a meeting to discuss your performance and success moving forward – so there are no surprises for them – and they have the opportunity to prepare as well.

Step 2 – Get your timing right – when asking for a raise, this is important. If you’ve only recently started in the role, or the company is going through a bad patch, now is not going to be a great time to request a raise. Even if you’ve been over-performing in the role, if you haven’t been there long, you might raise suspicions about your long-term commitment by asking too soon. As a rule of thumb, if you have been in your role for at least six to 12 months, and have performed over and above what’s expected, then it may be an appropriate time to ask.

Step 3 – Record successes – continually strive for excellence in your work and maintain a file of your achievements. This should include formal performance evaluations, customer thank you or commendation letters and awards, as well as details of other minor wins. Casual comments from colleagues, superiors and customers can also be included, as well as details of new systems or processes you implemented or initiated, and tangible successes and achievements such as productivity improvements, new customer wins, revenue and/or profit gains. 

Step 4 – Develop a strategy – review your success file before developing a strong business case for presentation to your manager. Your case should detail achievements and showcase skills that are important for moving up the ladder – such as leadership, company knowledge, teamwork, and innovation. Research current salary trends in your market so you know what a fair target is; and it’s a good idea to practice what you’re going to say. Write a brief script and always quantify your achievements. Don’t be afraid to take notes with you so you can reference specific details without getting flustered.

Step 5 – Maintain professionalism – make sure you have all the information you need on hand to answer questions and delve into more detail if required. Relax and present your case in a confident, businesslike way. Respond to your manager’s questions and comments in as much detail as necessary. Acknowledge positive feedback and try not to disagree with negative feedback – instead use this as an opportunity to gain input into what you may have done better. After presenting your facts, ask for your pay rise outright. State what you feel you deserve based on your achievements and successes.

Step 6 – Accept the outcome but ask for more information – if your request is rejected, you should take the opportunity to request specific feedback on areas that are lacking. You should accept the decision with a positive attitude regardless of the result, however don’t be afraid to ask for an explanation as to how you can prepare for a possible future pay rise. This can sometimes be difficult to hear, but having your manager explain what you need to do in the future to achieve the pay rise you are after will hopefully help you succeed further down the track.

Asking for a pay rise is difficult for some, however preparation and a professional approach will ensure the best outcome. It is also important to treat it as a regular event – we suggest reviewing your career status and progress against your goals and aspirations ideally every 12-18 months.

Are you constantly listening, learning and planning? Would you like career advice to better understand what you should be doing to plan for the future? If so, please see our range of Career Counselling Services.