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Negotiating a pay rise

20 January 2015 Candidate Blogs
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Morgan Hunt provides 8 point plan to gain more recognition and better pay

The not for profit sector brings many rewards to those working in it. Sadly money is not one of them. But you should not be downtrodden even if you love what you do. The perception in the third sector is often that your role is about the cause and not the money, but this doesn't mean that you shouldn't earn what you're worth.  If you have the skills and experience in the role that you do and you deliver excellence in this regard then you are worth a market rate.

Clearly charities are always looking to reduce their cost base and increasing the percent of charitable pound to their beneficiaries but this does not mean that you should not earn what you believe that you are worth.  
 

If you want to negotiate your pay, here are a few key tactics to help:

 

  1. Be sure what your skills are worth and be prepared to support with evidence
    It is important to have a clear understanding of the value of your skills in comparison to the market and sector average. So do your homework and research sector salary surveys. This can also help you plan your career or chose an alternative path that you may not have considered before.
     
  2. Be prepared to demonstrate your value to the organization.
    It’s important to quantifiably show how you are delivering value and the benefits you bring to the organisation. Highlight your successes and your achievements.
     
  3. Be clear about your position in your organisation's future.
    If you can show how you are part of your organsation’s strategic plan and goals it not only demonstrates your understanding of where they want to be but also the part you play in this. If you can show how integral you are to your employers, your worth will increase. Demonstrating your understanding of their long term vision also shows commitment and dedication to the cause.
     
  4. Be confident of your total worth.
    Think about your total worth in terms of how much it would cost the organization to replace you and the learning curve that another would need to go through to get to where you are. Your research will have shown you; what the sector is paying and what you bring to the organization, now tot it all up with the additional hiring costs and the value that you bring to the role through having done it for some time.
     
  5. Be creative about what non-monetary benefits could add value?
    This may sound a little hard-nosed so remember to keep conversations as negotiations and not demands. We are simply trying to evaluate all benefits that other employers provide that sometimes add up to a better package overall. For example you may finally settle on something that does not include a direct salary increase but as enhanced benefits instead.

    Some additional things to consider might be:
    -   Is your role expanding or could you develop it
    -   Can you build on your experience by getting involved in new projects
    -   Is there a learning opportunity in which you can train or take extra qualifications
     
  6. Be rehearsed and role play.
    This is not easy to do. Many tough nuts find it difficult too. So practice with a friend or relative. Go over the salient points in your pitch and work on tone and delivery.  Brief your confidante to ask questions and test you.
     
  7. Be proactive and request a review.
    Sometimes negotiations go over an extended period of time and it may mean that the increase that you want cannot be provided in the short term so there is an alternative approach which is to make sure you work towards your expectations through a series of performance reviews, setting out clear targets and SMART objectives. This will demonstrate your flexibility and it will be clear that you are not holding the organization to ransom but that you have needs too.
     
  8.  Finally …
    The aim is for a win, win situation. The exercise should not be just about what you think you are worth but a more holistic approach to what value you bring to the organization and what the market is paying others with a similar type of skill. Your expectations should be in line with market value.

 
Sector aside, a good employer will want to reward those who add value. If not, it could be time to re-consider your options. For more information on non profit jobs call us on 0207 419 8900 or email us on [email protected].

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