Should you have to justify your compensation expectation?

Dear Sam: I am applying for a Senior Technical Program Manager, and the recruiter emailed me multiple questions, including this: “What are you looking for compensation and WHY? Please explain.” I initially answered that my salary expectations were negotiable and that I didn’t know the exact salary range they were offering for this position. The recruiter provided their targeted range in response but persisted in asking me the same question as to “why” I wanted the range I was seeking. My initial thinking is to answer along these lines:

“Great question. Given a 0-15% bonus plan, I seek a base compensation in the $XXXK-$XXXK per year range. Why? For one, I have historically facilitated the generation of new revenue, and I will pay for myself. Second, this is a fair expectation, given my expertise and prevailing wage rates. For example, with the latest hiring bubble, salaries rose dramatically. Not even considering this, and given 10% inflation over the last year, the lower-end rate barely gives me a raise over my current unadjusted base pay rate. If hired, I will be worth it and more.”

What are your thoughts?

– David

Dear David: It is really interesting the recruiter is asking you to justify your compensation requirements. In thinking about that, it does make sense the recruiter would want insight into your thinking. In addition, it provides an opportunity to “sell yourself ” and potentially provide a reason for the employer to think beyond pre-established compensation bands. I love your response, but I suggest omitting the second part of your statement. I think short and sweet is the way to go with your answer. I would simply state, “Why? I have historically facilitated the generation of new revenue, and I will pay for myself. Additionally, this is more than a fair expectation given my expertise, prevailing wage rates, inflation, and a cost of living adjustment for the Boston area.” If the recruiter has additional questions, he or she will undoubtedly prompt them following your response, but I think over-justifying your expectation weakens your case. Great job, and I wish you much success!

Dear Sam: I have a question about the best practice in handling a former employer that had gone out of business due to the firm declaring bankruptcy. Two of my former employers, for whom I worked several years, filed for bankruptcy only a few years after my departure. Without this experience, my employment history becomes ‘thin’ because I also do not have any personal contact information of the managers I worked with at those employers. Since I have lost touch with each of my past managers, is it advisable to omit these positions from my resume? I have been reluctant to do so because it further thins my already thin work experiences. What are the best means to handle such a situation?

– Keith

Dear Keith: You would not omit past employers just because the company has gone out of business or you have lost touch with your former managers or references. So many candidates have that situation, and it does not mean you cannot represent that piece of your employment history to its fullest on your resume. You could always see if you could contact one of your colleagues to provide a reference. Even without that, it will be acceptable to represent those experiences on your resume despite not having a reference to check.

I imagine with the references a potential employer could check from your history, they would see a pattern of performance that would mitigate any concern about non-performance with the firms you are referring to. If you have any of your old performance evaluations or letters of recommendation, you could also offer those to validate your performance in place of a professional reference.

In addition, it provides an opportunity to “sell yourself” and potentially provide a reason for the employer to think beyond pre-established compensation bands.

Samantha Nolan is an Advanced Personal Branding Strategist and Career Expert, founder and CEO of Nolan Branding.

Do you have a resume, career, or job search question for Dear Sam? Reach Samantha at dearsam@nolanbranding.com.

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