If you’ve read my post on negotiating a salary increase, you will know that I recommend you go into the conversation armed with a business case, to give you the best chance of getting the increase over the line. I get a lot of people asking me what to include in the business case, so to help you go into your next salary negotiation prepared and confident, I have shared my framework below.
Start by defining the current situation, so that everyone is on the same page from the outset.
It might seem obvious, but take the time to map out your current role, because there are often different understandings and discrepancies in what your job description says and what you actually do.
- Job description (the formal HR version if possible)
- Additional responsibilities – list these if they are different, or in addition to, your standard job description.
This section is about communicating your contribution to date, along with the value that you have delivered to your manager and the business.
- Create a list of what is essentially evidence, including but not limited to:
- Improvements or efficiencies driven
- Positive feedback received
- Impact above and beyond your ‘day job;’
This is where the sales pitch begins, so take the time to build a strong case for what you want going forward.
Set the context for why the salary increase is required; is it because you have taken on additional responsibilities, now manage people, or because you are paid below the market rate?
Back it up:
Then you need to back up your claims with evidence. Do your research on roles like the one that you are doing now (e.g. if you have taken on people management, research these roles).
Then collate all of the information, including the general responsibilities, skills, experience and capabilities required for this role. And of course, the salary that this role is paid on the open market today.
Create a proposal outlining your desired outcome. It may not simply be salary increase only, but a revised job description, new title etc. Take the time to map out the relevant areas to you.
- Job description – make sure this is detailed
- Deliverables – define the outputs and benefits the business will see if you are doing this role
- Salary – your salary request
- Any other request e.g. working hours, leave time etc.
Go in armed with this information and you are setting yourself up for success! Need some help in building your confidence and skills in negotiating? Then get in touch for a free chemistry session.