Money Matters
With St. Patrick’s Day right around the corner, every good leprechaun and lass finds themselves thinking all things green. Of course, the #1 green concern of every intern, summer associate and new hire revolves around those almighty greenbacks—the dollars and cents that pay day-to-day bills and retire student debt when you're starting work.
In all the years I’ve been employed by others or by myself, I’ve acquired real experience dealing with the topic of money. More than anything else, I’ve learned that you won’t receive what you don’t request.
If you feel you’ve earned particular salary, billable rate or a raise, prepare your case. Document your achievements. Know what industry standards are and how your expectations measure up. If you’re bidding on projects, always bid high. You can always negotiate down. Trust me, it is nearly impossible to negotiate up.
Once you’re earning a good salary, develop a polished way to put an end to questions about how much you earn.
I am almost embarrassed to admit that many years ago, I interviewed for a position for which I was eventually hired. The interview could not have gone better. I established rapport with my interviewer. I demonstrated an in-depth knowledge of the organization. Where I lacked specific skills and connections, I discussed my proven ability to acquire similar skills and connections in a different context.
As the interview came to an end and I began to gather my brief bag and coat, the interviewer suddenly asked, “Oh, one last question. How much do you earn now?” I was astounded by the blunt inquiry. So shocked, in fact, I replied with complete honestly. Moments after leaving the interview, I knew that if I received a job offer, the salary would be about $1000 more than what I then earned rather than the significantly larger salary that had been posted in a job listing.
Were I to confront that same question today, I might reply: I earn a respectable salary but not one that I believe is commensurate with my ability and drive. And then, I would have argued my value and insisted I be compensated commensurately.
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