How to Increase Your Value
as an Employee

Many women don’t know how to ask for a raise. In a recent DiversityInc magazine article about women and money, this unfortunate statement was mentioned. Since I often work with associations for women in nurturing professions, I frequently hear women complain that they are underpaid for the amount of time and effort they give.

How can we increase the perception of our value to employers? How can we prepare ourselves to negotiate for our salaries, and for a raise?

There are some basic marketing principles for employees to learn, and a little self discipline required to document your work. The courage to ask is much easier to muster when you have prepared your case.

Take charge of promoting yourself. One woman I interviewed said,

“Oh, my boss knows about my job successes!”

This assumption is not always accurate. Your boss has a human memory. She might be impressed with your work, but it’s up to you to keep track of your actual successes, with numbers and specific information.

Become indispensable to your organization. Be a proactive problem solver. Whenever you go to your manager/boss with a problem, bring one or more solutions for consideration. Look for ways the organization can improve, and point out the accomplishments of other people in your team that might be overlooked. Your voice will be heard with respect.

Save letters, notes, and other personal communications regarding your value. If you are a trainer, save compiled evaluations. Ask happy customers to write a note in your behalf.

At the beginning of each month, evaluate/document your successes from the previous month and set your goal for the upcoming month. Try making a simple form with these headings:

• What were my accomplishments last month? (Include numbers and specific facts.)
• What was a challenge I encountered or a problem I solved and how did I handle it?
• What did I learn/realize that would make my job/organization flow better?
• What are my goals for this coming month?
• What kind of support do I need from my manager/boss?

A form like this not only documents your successes, but also fosters your empowerment with your boss/employer. Monthly check-ins with a format like this for your conversation make it very easy for a supervisor to manage and support you. Take a copy to your boss, and keep a copy for yourself in a special file labeled “successes.”

When it’s time for your job review, compile this success file and create a report with bullets of your accomplishments, including the facts. I will never forget the time my boss, already pleased with my work, looked over the list of accumulated accomplishments and said, “Oh yes! I forgot about that one! I’m glad you reminded me!”

Be informed as to the salary ranges in your organization and your industry. This does not mean ask around in your organization. There are many sources of salary ranges for jobs. A professional association for your industry, and job/salary sites such http://www.stats.bls.gov, and http://content.salary.monster.com are good places to start.

If you are certain that there is no possibility for a raise in your organization, negotiate for other benefits. You can ask for a better job title, a training opportunity, more responsibility, membership in a professional organization, or even a parking space. Think carefully about the perks that would enhance your value on a résumé or increase your job performance. Many organizations have budgets for training or development or can collaborate with other organizations for such opportunities.

Brainstorm a list of possibilities as preparation to your request.
Ronald Shapiro and Mark Jankowski, in their book The Power of Nice*, list fifteen key benefits that employees have successfully received when additional salary is not in the budget. You might think of additional ones.

Your success file is also vital for creating a powerful résumé containing results: accomplishments with numbers and facts. If you decide to look elsewhere, you have what you need to get started.

If it’s the communication skills you lack, there are many resources to help you plan your strategy. Success Abilities by Paula Ancona** and Get a Raise in 7 Days by Ron and Caryl Krannich*** are two such books. Practice your verbal skills AND practice pausing to think over your employer’s response. (Some coaches even suggest that you pause, and look away for a minute, before responding.)

Finally, be sure you weigh the positives of your current job before you decide to leave. Sometimes an organization that has limited salaries has unlimited benefits and appreciation for employees. In addition, your current situation is the stepping stone to your next career, so leverage your gains while you are there. You take your contacts, experiences, and knowledge with you.

*Shapiro, Ronald M., Jankowski, Mark A., with James Dale. The Power of Nice: How to Negotiate so Everyone Wins—Especially You! New York: John Wiley & Sons, 1998.
**Ancona, Paula. Success Abilities: 1003 Practical Ways to Keep Up, Stand Out and Move Ahead at Work. Minneapolis, Minnesota: Best of Small Press Publishers, 1998.
***Krannich, Ronald L. and Caryl Rae Krannich. Get a Raise in 7 Days: 10 Salary Savvy Steps to Success. Manassas Park, Virginia: Impact Publications, 1998.