How to ask for a Salary increment

Nikhil Karandikar wrote to us from Pune asking for tips on how to request a salary increment. We decided to help Nikhil by highlighting some aspects that come into play when preparing to ask for a salary raise.

There comes a point in your career when you realise you deserve a raise. However, asking for one is often uncomfortable and intimidating. Usually, you get a raise of no more than five per cent when you stay at the same company. Most people fall in the bracket of two to three per cent but, with some smart planning, you really can get what you deserve.

1) Schedule an appointment:

Don't storm into the boss' room with an ad-hoc request for a raise. Plan an appointment and have a strategy. Speak to trusted colleagues, friends and people from the industry and get some information on what a normal raise is for someone with your profile and experience. Also take your boss's mood into account.

Write a note to your boss without stating the precise reason for the meeting. Say it is to discuss a personal matter, to discuss your development or present an idea. If you say you want to ask for an increment, your boss is likely to say 'No' on the spot.

2) Here is a sample note you could send to fix an appointment:

Dear Sir,

Could we meet for 30 minutes anytime this week to discuss my role and development? I would appreciate your advice. Please give me a time and date that suits you.

Sincerely,
Nikhil

3) Make a list of accomplishments:

Create a list of accomplishments that are quantifiable and specific. For instance: 'Achieved 110 per cent of the sales target, managed the largest customer base of 130 high net worth customers in the sales region, supervised a team of 15 with a retention rate of 100 per cent.' Use words such as 'first', 'best in class', 'highest' and 'excellent'. Bring some supporting documents to the meeting, like an excel sheet that highlights your key accomplishments. Bosses like results, so be specific and detailed.

4) Forward-looking approach:

No boss will entertain a request of paying you more for doing the same job. A smart way is to ask for increased responsibilities and tasks and link this to a salary raise either right away or in the long term. You can also create a 'pay for performance' system with your boss, where you get rewarded for the extra value you bring to the company over and above your main responsibilities.

5) Don't walk out with an empty plate:

Give your boss/management a choice. The choice has to be between something and something else, not between something and nothing. If the company is in cost-cutting mode, consider other perks that you may be able to negotiate for in the short-term to compensate for the lack of money.

6) Send a follow-up note:

After the meeting, send a note thanking your boss for his or her time and reinforcing the value you bring to the organisation. Also use this note to summarise the meeting, so your boss has some valid documentation. Here's a sample note:

Dear Sir,

Thank you for reviewing my responsibilities, role and salary at our meeting today. I believe I should receive a raise based on the following reasons: (List the reasons, presented as three to four bullet points)

I would be happy to provide details on any of the above accomplishments. I am very positive about my job and the future of the organisation and am willing to take on increased responsibilities. I am committed to contributing to the company's success in the future.

Looking forward to hearing from you.

Sincerely,
Nikhil

Remember, as long as you provide value to your organisation and they are doing fairly well financially, you have every reason to ask for a raise.

-- The writer is a corporate training consultant based in New Delhi.

How to get the salary you want

So, you've done your research and prepared extensively for the job interview. You have produced the perfect CV and cover letter.

You have even practised answers to common interview questions. You are dressed right, have your references, and are on time.

But, have you prepared for that critical salary negotiation with human resources managers? If the answer is no, all that effort could go to waste. Here's what you need to keep in mind:

1) How much do you earn?

As simple as it sounds, most people don't know their financial status well enough. Write down your basic salary and add up all the benefits. Your current employer may be providing you free food, transportation and medical allowances. If these are not part of the benefits offered, you need to demand a higher basic salary to compensate for them.

2) Collect salary data:

You can gather information about a salary range for any position through trade publications, industry associations, a network of friends and consultants. For instance, Business Today publishes annual salary surveys based on industries and positions.

3) What do you want?

Break your expectations into three categories -- money, benefits and hygiene factors -- and jot down your expectations against each. Money would include salary, incentives, bonuses and stock options. Benefits would include company car, travel, relocation expenses, etc. Hygiene factors would comprise job title, training, exposure, international travel, etc.

This will allow you to stay flexible and also provide alternatives to the employer during negotiation.

4) Do your homework:

Get some basic facts about the overall state of the industry in which you are applying. A booming or sunrise industry will offer better packages. Check the company's profitability and market position. If you have friends in the company, try and find out the urgency to fill the particular vacancy. More information will give you an edge during salary negotiation.

5) During the interview:

Many employers will throw the salary question in the middle of an interview. The trick is that most candidates are likely to agree on a lower salary figure due to their anxiousness to crack the interview. So, delay talking about compensation as far as possible. Say something like, 'I am keen on this role and your organisation, but I'd like to hold on to salary discussions until we are both sure that I'm right for this job.'

6) Negotiate the basic salary first:

Many HR managers will try to engage you into discussing benefits and perks before getting to a consensus on basic salary. This gives the HR manager leverage in justifying why your basic salary should be lower. Always agree on the basic salary first, then move on to perks and other non-monetary benefits.

7) Get the lowdown on benefits:

Benefits can often go up to 25 per cent of your total package. Do get details on medical and life insurance, travel allowance, pension plans, educational assistance programs, overtime allowance, dependant care for parents/spouse, paid holidays, profit sharing and stock options.

8) Keep selling:

Continue selling yourself throughout the negotiation process. Keep reminding the employer of the impact you will make, the problems you will solve, revenue you will generate and unique skills and talents you bring to the table. Highlight your interest and enthusiasm to work for the organisation.

9) Wait for 24 hours:

Don't rush into accepting any offer on the spot, no matter how lucrative. In fact, a good idea is to buy some time. Tell the HR manager that you are interested in working for the organisation and will need about 24 hours to consider the offer. Think about it

� you will be spending 8 to 10 hours a day at the new job, so a 24-hour wait is worth it.

10) Relocation:

Make sure you include factors like the cost of living, relocation expenses, housing and travel in your package, if you will be moving to a new city for the job.

What if you're a fresher?

Don't be so excited about being offered a job that you end up accepting anything. Ask questions about promotional opportunities, performance reviews and the kind of salary progression that can be expected in a year or two.

End on a positive note:

The last step of salary negotiation is to set the groundwork for what kind of performance will lead to a larger raise or promotion in the near future. Talking about future performance and expectations will make a positive impression and help you end the negotiation on a positive note.

Get it in writing:

Make sure you see everything you agreed upon with the HR manager in writing before you finally sign the offer letter. The last thing you want is a nasty surprise a month down the line.

That's all you need to negotiate your way to a fat package!

--Sunder Ramachandran The author is a training consultant and freelance writer based in New Delhi.

Are you losing your temper at work?

Long and hectic work schedules lack of sleep, colleagues you dislike, a domineering boss -- these and other factors could lead to one

becoming snappy at work. The result -- we slam doors, yell at co-workers, pull faces, snap at our boss, and end up saying things we may regret later.

It takes years to build up a reputation, and only seconds to destroy it. No matter what, you shouldn't snap. Replace negative emotions with self-confidence and manage difficult situations with grace. Here's how you can keep your emotions under control at work and maintain an unblemished reputation.

1) Identify your hot buttons:

Be alert to the types of situations that put you on the burner. Is it waiting in a long queue at the departmental store or being put on hold by the customer service person from your bank? As far as possible, stay away from situations that trigger an impulsive and unpleasant reaction, especially while you are at work or just before you get to the office. You may realise that the real reason you are angry with traffic is because of your inability to start from home on time. Wake up early instead.

2) Be prepared:

Anticipating and planning a positive reaction will help defuse your anger before the situation gets to you. For instance, if you don't like questions interrupting your presentation, plan how you will handle interruptions. You could give out an FAQ leaflet at the start of the presentation or ask the audience to e-mail questions to you for an elaborate response. Create a back-up plan for the possibility of a technical glitch freezing your power point Presentations. For instance, you could have an overhead projector and some transparencies or hand-outs.

If it's a performance review meeting you are attending, have some accomplishments ready to offset any negative feedback, so you don't respond in anger. The bottom-line: Be on the offensive.

3) Clarify before reacting:

We sometimes misunderstand the other person and react impulsively. Is your boss asking what time you arrived because he's keeping an eye on you or is it because he was also stuck in a traffic jam? Ask a lot of questions before jumping to conclusions. If need be, repeat what the other person just said. This ensures you understand the comment and gives your colleague or client the opportunity to clarify any miscommunication.

4) Don't throw tantrums:

In the age of team work, a 'head-heavy' attitude will get you labelled as the spoilt brat in the office. Learn to be more accommodating. The 'my way or the highway' approach will not get you any points. If your idea has been overruled by the boss or ridiculed, talk to him and understand his/her perspective rather than losing your temper. If you are dealing with nasty colleagues who keep shooting you down, smile and behave in a cordial manner.

5) Don't call or e-mail when upset:

Wait before writing a strong emotional e-mail or phone call. Never disrespect others, even if you're right. The angry mail you sent three months ago may make a surprise appearance at the performance appraisal meeting. Hold that strong e-mail or letter until the next day and re-read it. Ask someone to proof-read any correspondence you think may be construed as surly, condescending or rude.

6) Be ready to say "I am sorry'":

If you end up erupting in a meeting, criticise a colleague's work or make ill-timed comments that you regret, how can you bounce back? Apologise immediately to the targeted person and to everyone around. Don't offer a long justification about work pressure or

The misunderstanding. Just say "I should not have reacted that way and I am sorry". This will show that you are professional and will reflect positively on your character.

-- The author is a corporate training consultant based in New Delhi.

When Grad School is a Bad Idea: Five Signs You Shouldn't Enroll.

There are good reasons to go to grad school – to pursue an interest you’re highly engaged with, or to take the next step necessary to meet your career goals. There are also bad reasons to go to grad school. Think twice about earning an advanced degree if one of your primary motivations for going to grad school falls into one of the following categories.

1. You’re not thrilled about your current job.
It's easy to fantasize about leaving your less-than-dream job and going to graduate school, but think carefully about your motivation for getting an advanced degree before you hand in your letter of resignation. Graduate school is a lot of work and a big investment. If your motivation for going to graduate school is more to escape your unfulfilling job than because you want to pursue an interest that you are passionate about, you should reconsider. First, address what’s wrong with your career or a few years from now you may find yourself in another crummy job but with an advanced degree.

2. You're having trouble finding a job.
You've sent countless resumes, sat through dozens of interviews, and still haven't been offered a job that excites you. While some fields, like law or medicine, require advanced degrees to get ahead, in many fields a graduate degree is not a prerequisite. If you lack valuable experience, it may take time to land a job in your field even if you have completed graduate school. An advanced degree won't necessarily solve all your employment issues. It could be more worthwhile to continue your job search. Assess your career goals and evaluate if returning to school now is the best move.

3. You really like academics.
You like taking classes, you like interacting with other students and professors, you even like studying. Continuing your studies at grad school and earning a Ph.D. makes sense, right? Maybe not. Just because you enjoy being a student, doesn't mean pursuing a career in academia is the best idea. Get a more realistic picture of the challenging aspects of a career in academia before you commit to a program. Additionally, when it comes to post-graduate study, you need to focus on one area of study that interests you and have a clear sense of how an advanced degree will help you reach your academic and career goals. If you enjoy academics but don’t have a clear sense of what you want to study or what your chances for a fulfilling career in academia are, take time to weigh other options.

4. Everyone's doing it.
Your roommate is sending in applications, your old lab partner just finished their first semester at grad school -- it seems like everyone is earning an advanced degree. You may not have been considering graduate school before, but now it seems like you'll be left behind if you don't. Are you making a mistake entering the job market? Probably not. Enrolling in grad school right now might not be the best decision for your career and academic goals. Grad school may make sense for your friends but not for you. Don't let what your friends are doing persuade you to make the wrong decision.

5. Your parents want you to go.
Many parents take an active role in their children's educational and career decisions. Your parents' influence may be subtle or could be more in-your-face, but don't let them decide your future for you. Chances are you'll end up miserable in a job your parents like more than you do. Figure out whether the career you're considering -- and the advanced degree that goes with it -- is your idea or your parents before you enroll in grad school.

10 Things I Wish I’d Known When I Started College.

When designing this column, I aim to relate the peaks and pitfalls of my experience as an undergraduate in a way that will make you think, feel and laugh. I hope the information I’ve shared has been a help. As a grand finale and because I love compilations, I created this: a list of the Top 10 Things I Wish I’d Known Four Years Ago.

1. ... that Barbaro was going to suffer a breakdown in the Preakness. That’s the last time I’ll put my money on a horse.
2. ... not to take survey classes. A general education in a subject may sound like a good idea, but these types of courses are often lecture-based, over-populated and generally useless. Go for something more specialized, even if you don’t have a background in the area.
3. ... that numbers don’t correspond with difficulty level. Unlike the gym’s RPE (Rate of Perceived Exertion) levels, course numbers don’t indicate how much effort you’ll put into the class. Higher numbers almost always mean smaller classes, which almost always work better for almost everyone.
4. ... to spend time alone. I place a lot of emphasis on involvement in extracurricular activities, and the fuller my schedule is, the better I function. Yet, some of the moments I felt most at peace were when I was strolling through my neighborhood, baking, knitting, out for a drive… don’t be afraid to do things by yourself.
5. ... to expect a change in outlook. I knew I’d be different after four years at U.Va., but I was thinking in terms of hair cuts and favorite colors. I didn’t foresee a huge change in my political opinions or which groups I identify myself with. Even my musical taste has altered. That’s right, folks. Now I only listen to the Beach Boys on special occasions.
6. ... to figure out how you operate. It seems obvious, but learning what strategies work for you can simplify your life enormously. I like to study with music playing, but if there are lyrics, I can’t focus. I accomplish more if I do it early in the day, rather than late at night. Pinpoint your strengths and weaknesses early and learn to work with – not against – yourself.
7. ... to take pictures. Like reality television, college is worth documenting.
8. ... to enjoy your college. Go to sporting events, shows and class functions. You’ll feel tapped into the school. And there’s always free food.
9. ... to cozy up to your city. Even if you live in a college town like Charlottesville, there are loads of local happenings that will appeal to you. It’s also important to remember that you aren’t living in a city created exclusively for students; imagine the town as a hotel that you’re staying in. Think town center, not self-centered.
10. ... to choose teachers, not topics. A good professor is like a pair of galoshes. You can wear them in all weather and be pretty comfortable. A bad professor is like a pair of spiky stilettos. They look nice for a while, but it’s t-minus two minutes until your feet begin to hurt. Great teachers will make anything interesting and the opposite is true of bad ones.

By Molly Seltzer from 1stweb.

10 Hot Career Fields For Upcoming Years.

1. Computer Software Engineer - Get your bachelor's degree in programming and computer software engineering and get ready to work! The Bureau of Labor Statistics predicts this occupation to be one of the fastest-growing through 2014.
2. Paralegal - With employers trying to cut costs by replacing lawyers with these well-trained professionals, paralegals are expected to be in high demand. An associate's degree in paralegal studies or a specialized certificate to add to your bachelor's degree could get you in on the action in this field.
3. Accountant - Get in the numbers business and you could find yourself adding up job offers. According to CNNMoney.com, job-hunters in accounting can probably negotiate a great salary due to the high demand for accountants.
4. Occupational Therapist - While you'll need at least a master's in occupational therapy to qualify for a job, once you've earned that diploma, hang on! The need for occupational therapy is growing and qualified workers may find themselves overwhelmed by job possibilities.
5. Post-Secondary Teachers - Number two on CNN.com's list of the top 50 jobs in America, this one's a great bet if you're willing to put in some time earning a teaching degree. Teachers in the fields of health, business, and computer science are especially in demand, so get your master's degree in education and prepare to be snatched up by a college or university.
6. Actuary - Essential in risk assessment for the insurance industry, actuaries are highly skilled in mathematics and should have strong computer skills. With a bachelor's degree in finance or mathematics you could get into this field, which should be one of the fastest-growing through 2014.
7. Medical Assistant - It IS possible to have a career in medicine without devoting the next decade of your life to school. Training programs at medical assisting schools last 1 to 2 years, and demand is high for these invaluable professionals. Get some education and get hired!
8. Lawyer - With growth coming from the areas of health care, energy, and environmental law, lawyers will be needed in the years to come. While you'll have to invest some time to obtain a law degree, focus on sought-after areas such as tax or patent law and the job search should be a breeze.
9. Home Health Aide - Home health aides are desperately needed as our population ages and needs extra medical care. Home health aide training courses for can usually be completed quickly, giving you more time to ponder your many job prospects.
10. Computer Systems Analyst - With more and more organizations relying on information technology, computer systems analysts are needed. Join their ranks by getting your bachelor's degree in computer science and draft up a few rejection letters for all the jobs you'll be turning down.

Eight popular certificate programs that can ignite salary potential.

1. Information Technology Security. According to MATRIX Resources, one of the nation's top IT staffing firms, managers are putting security and data recovery at the top of their priority lists. Though most IT fields saw a pay increase of 3.1 percent in 2006, those demanding the hottest skill sets -- with security at the top of the list -- saw increases of up to 4-5 percent.

2. Paralegal. There are approximately 600 paralegal educational programs available, and about 250 are approved by the American Bar Association. The National Association of Legal Assistants reports an above-average expected growth rate for the profession through 2010 at 33 percent.

3. Digital and Graphic Design. Beginning designers and career-changers are finding that the focused curriculum of certificate programs actually has incredibly broad design applications including entertainment, publishing, and media fields. According to Mary Domowicz, an acting associate director at New York University's School of Continued Professional Studies, enrollment in the school's design certificate programs has doubled in the past year.

4. Nursing Management. Nurses who aspire to supervisory roles can use certificate courses to apply credits to their degree and develop skill sets that include understanding the basics of health care organizations and administration; analyzing and managing data in health care systems; and applying the techniques of personnel management. There are about 126,000 unfilled nursing positions in U.S. hospitals -- a number expected to grow to 400,000 by 2020 -- says the Joint Commission on Accreditation of Healthcare Organizations.

5. Cisco Certified Network Associate (CCNA). A launching pad of sorts, Cisco's CCNA certification is an introductory-level certification that is a prerequisite for higher-level certifications for working with networking and communications technology. Certification Magazine recently quoted the average salary for a Cisco certified IT professional as $59,550 a year. An average CCNA makes $9,967 more than before earning the certification.

6. Homeland Security. Certificate programs that originated from the military and National Guard are now attracting learners in private business and municipal government. The U.S. Department of Labor has been predicting that the employment of security management personnel will grow faster than all other occupations due to the threat of terrorism. Trends demonstrate increased demand for employees with knowledge of investigative services, surveillance systems, and risk management training.

7. Forensic Nursing. With nursing careers in demand, many RNs are boosting their credentials with specialization certificates. Forensic nursing coursework educates students on evidence collection, preservation, and documentation related to crime, acts of violence, mass casualty incidents, sexual assaults and human abuse. Beyond hospitals, local institutions like rape crisis centers and prosecutors' offices contribute funding to support this training.

8. Executive Coaching. In 2002 the Harvard Business School Journal indicated that employers are willing to pay from $1,500 to $15,000 a day for executive coaching. Leading schools like Penn State's Smeal College of Business, which added two new certificates to its executive education offerings this past year, are addressing this growing field. With applicability in any business setting -- corporations, nonprofit organizations, and government -- executive coaching certificates provide the chance to increase earning power.