HOW TO GET A PAY RISE

Advice from organisational psychologist Liane Davey, author of You First: Inspire Your Team To Grow Up, Get Along, And Get Stuff Done

CHOOSE YOUR MOMENT

“Tie the timing of your request for a rise to positive results. If you have a notable success in the middle of the year, start the discussion soon afterwards. Even if the pay cycle means the rise cannot happen for some time, you will have seeded the conversation at a moment when your manager is feeling positively inclined towards you.”

KNOW YOUR WORTH

“Before making your request, write down a list of your accomplishments, and ask a trusted confidant what you bring to the team – particularly what is unique about your contribution – to ensure you get a comprehensive list. Be prepared to talk about the impact you have, rather than effort alone, as this is what makes your case for a rise compelling.”

PLAY IT COOL

“In difficult conversations, your tone and body language are especially important. Go in calmly and projecting that you believe you are adding value. Don’t under-do it by dropping eye contact or making yourself smaller. But don’t over-do it by raising your chin too high or making statements or ultimatums you don’t intend to follow through – that will destroy your credibility.”

ASK FOR CLARITY

“If you are unsuccessful, first find out why your request was denied. Do not let your manager away with a superficial answer such as ‘we don’t have the budget’ – there is always budget, so ask what else took priority. Next, ask what specific actions you can take that will make you more likely to be given a pay rise in future.”

BE FLEXIBLE

“Remember that pay is only one way your company can demonstrate your value. Some companies have little room for pay rises, but more room to negotiate on annual leave, flexible hours or working from home. If your efforts to get a rise are unsuccessful, do not give up without first searching for alternative sources of value.”