Category Archives: Raises

Dangers and rewards in the Fortune 50

A Fortune 50 Executive said it was one of the more difficult times of his life.  He was in charge of identifying 2000 MBA’s in their organization who would receive layoff notices in December.  These were dedicated workers from top schools who were earning fat salaries.  They were putting in long hours on important projects, sure their futures were secure.  Just before Christmas they would get their pink slips.  Their lives would shatter.

Of course he had been on that same track and made it past middle management.  He was actually going to be well rewarded that year.  He was dramatically cutting costs.  His bonus was tied to how heavily he slashed employees.  It was tough, but every person fired was a little more gravy for him. He was earning more than he could have at any mid-sized company.

The rewards are great, but so are the risks in the Fortune 50.

Most of those huge companies are divided up into groups and divisions so that they run a lot like a mid-sized company with strong financial backing.  That does provide stability and a chance to be part of a high risk/high reward project.  However, all that strong financial backing can disappear when 3/4ths of the company has a bad year.  Then out come the knives.  The most profitable divisions also have job cuts at those times.

Just last month I was talking with my son about the Fortune 50 company he is working for that is cutting folks at a division with a 50% profit margin and high growth rate.  Sometimes it seems odd.  There is always a good reason somewhere when they do something like that.

Is it better to work for a mid-sized or small company?  No one knows.  That’s because no one knows the future.  I’m sure that at least half of those 2000 MBA’s went to mid-sized and small companies after they were cut loose.  Their experience and education got them all new jobs within 6 months or a year.

When you get a chance to work for a huge company, remember the risks as well as the rewards.  There is no free ride.  Reward and risk always go together. Don’t forget the rewards of experience as well as the money, or the risks that come with being part of an organization where you are an expendable replaceable cog.

Something to do today

Look at your own job stability.  How subject are you to layoffs not related to your area’s performance?

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Coming up

Scrabble and muck and get ahead

When to give up and go elsewhere

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And a final thought about the same question and the government

You will find that the State is the kind of organization which, though it does big things badly, does small things badly too.  (John Kenneth Galbraith)

4 things to make the hiring manager believe so you get more

Talk about bad hiring interviews.  Here is what happened to the founder of Apple.

So we went to Atari and said, ‘Hey, we’ve got this amazing thing, even built with some of your parts, and what do you think about funding us?  Or we’ll give it to you.  We just want to do it.  Pay our salary, we’ll come work for you.’  And they said, ‘No.’ So then we went to Hewlett-Packard, and they said, ‘Hey, we don’t need you.  You haven’t got through college yet.’  (Steve Jobs on founding Apple Computers)

Your pay reflects your interview

Two identical openings are being filled.  You are going to be paid just below the listed salary range.  The other candidate, someone with identical experience and the same pay in his previous job, will be paid at the top of the listed salary range and 10% more than you. Why? The interviews.

No recruiter can tell you what you will be paid, not even for working the counter at McDonalds.  The difference in pay reflects how you interview.

Every hiring manager wants you to help with an immediate problem.  They also hope you will help propel them personally to a bigger job and higher income. The trouble is that hiring managers have no crystal ball.  All they have is interviews. So they offer higher pay to the person who impresses them the most in the interview.  If you knock their socks off, they’ll even pay you more than they had budgeted for the position.

Hiring managers want 4 things:

  1. Help with a critical problem right now.
  2. To save money.
  3. To make more money.
  4. To make processes work faster.

If you can convince a manager that you will do all 4 of these things better than anyone on his staff, he’ll pay you very well.

Next we start on how to convince managers you are better than anyone else.

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Coming up

You, the movie – stay focused

You, as Ed McMahon

The most powerful questions

Beating the tests

Why do I make less (or more) money? And how do I get more?

A raise is like a martini: it elevates the spirit, but only temporarily. (Dan Seligman)

Harrisburg, PA is a money pit.  Washington, DC is a cash mountain 2 hours away.  Many jobs pay twice as much in Washington, DC.  Let’s make it worse.  An hour north of Harrisburg, in beautiful rural Perry County, pay is even less than in Harrisburg.

I have moved people to Harrisburg for less than half their previous pay.  Those people were thrilled.  Their commute was cut from 3 hours a day to 20 minutes.  They got to choose a great school district for their kids.  They sold their highly mortgaged 3 bedroom house on a postage stamp lot. By moving they got the option of buying a bigger house free and clear or getting a mansion with a mortgage.

State government jobs pay pretty well around here.  This is the state capital.  Corporate management, computers, sales and other jobs pay less.  Here’s why:

You get paid what is necessary to keep your job competently filled.

In Washington, DC highly skilled people only have to think of switching jobs and they have 3 offers.  The cost of living and commute times are so horrible that no one really looks forward to moving to DC, except from Boston or San Francisco.  If DC companies don’t pay a fortune in salary, everyone will leave.  DC residents will quickly go to another company or move to Omaha.

In Harrisburg, PA a project manager, marketer or COO will have to really look for a job.  They may get lucky, or they may look a year. There is no feeding frenzy by employers.  Of course if you want a lot more money you can move to DC.

Where you live, companies pay what is necessary to keep your job competently filled.  That is all.  A few companies demand greater results and pay more. Your salary is really dependent on the cost to replace you with someone who is competent.

So how do I get more money?

Get so much better than competent that you can’t be replaced at your current salary.  Raise the benchmark performance for your job. Get a promotion or at least get recognized as exceptional.  Make sure your boss knows how much you are worth.

Something to do today

Find out how much you should be earning from several sources. Google “salary” and try three different services for the exact same job. Then think about why all three came up with different numbers.

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Daydreams, plans and the future

Inventing your next job

Religion, politics, sexuality and job hunting

How to get proper credit and light a fire under your boss

Telling everyone you meet how wonderful you are will get you mocked. No one likes an empty headed braggart. It will not get you a promotion, raise, or a new job.

“He is a legend in his own mind.” Is an old saying you don’t want applied to yourself.

Refusing to take credit for what you or your team has done will doom you to be the last person hired and the first person laid off. Refusing to take credit is not humility, it is job suicide.

Humility really is sharing credit where it is due, and taking credit where you earned it.  Humility is not job suicide.

Tell the people who matter how good you are at the appropriate time.  Here are the most common appropriate times:

  1. In a project status meeting
  2. In a weekly, month, and quarterly written report to your managers
  3. In a resume

Surprise!

Your resume is appropriate even in your current job.  Many companies keep resumes updated for top people.  They use them to prove to clients the quality of the individuals working there.  They also use internal resumes when new promotions, transfers and raises are being discussed.

Write a great resume.  Hand it to your current boss.  Tell him you gave it to him because you want a raise, transfer or promotion.  Do it a month before salary reviews.  Of course, you can also use it to leave your company.

Something to do today

Give your boss a knock-em-dead, accomplishment filled resume each year.  It is very likely that he needs to be reminded just how good you are.

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What’s wrong with the box?

How to wait for the next interview

Don’t say these things when you ask for a raise

Asking for a raise can get you more money, or damage your career.  At times it can get you fired.  Here are 9 things not to day when asking for a raise.

How to turn your dishwasher into a snowplow

You turn your dishwasher into a snowplow with the same three steps that you rise to the next level in your career. Don’t worry, I will tell you how in a minute.

First, you need the right equipment.  Buy the hardware and get the training. Do you need a hammer or a computer?  Buy it. Get training. Training can be at college, at home or on the job.  You can read a book on entrepreneurship or on carpentry.  It doesn’t matter.  You need tools and skills.

Second, you need to start moving around in your future work environment.  Show people you are developing new skills.  If you are a carpenter, start helping to lay out the framing.  Start reading the blueprints.  If you want to be in sales, volunteer to go on sales calls with  the salespeople.  Engineers can volunteer to help in project reviews or requirements gathering.  Start working with the people who can help you get your career where you want it to go.

Third, make the move.  In your current company you may have to tell your boss to hire someone to replace you.  Tell him, “I’m doing so much now that I have to give something up.  Why don’t you hire someone for my old job? I’m worth more to you as an (insert new job).” If you have to quit, find a new job first.  It is almost always easier to find a new job when the hiring manager feels he is stealing a star player instead of hiring a quitter.

Summary: To turn your dishwasher into a snowplow: give him a shovel, show him where you want the snow moved to, and push him out into the snow. Those are the 3 steps I just shared.

Something to do today

Decide which of those three steps is next for you.  Get started on it.

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The cheating husband

Most people REALLY don’t negotiate salary

The survey says that most people are scared to negotiate salaries.

Read here about the worries and hope that people REALLY feel when negotiating salary.

Why superman would lose his job today in a layoff

Superman would be fired today. As a matter of fact, Superman is the target for layoffs in many jobs. In today’s business environment there are times your job cannot be saved, especially if you are superior.

Peter was a highly skilled and paid IBM mainframe computer systems administrator.  EDS asked him to become a Unix computer expert. He took the courses and started gaining experience.  Nine months later he was laid off.  EDS decided they could hire a kid out of college for half of what they were paying him.  His high level IBM mainframe skills were not needed in Harrisburg.  EDS paid him well for 20 years, they didn’t figure they owed him anything.  Peter was “laid off” for following the career plan his company suggested.

There are 3 basic reasons one person is laid off and their coworker is not.

  1. You made too many mistakes. You were really fired for cause.
  2. You had fewer skills or less seniority.
  3. You were incredibly skilled, but too overpaid for the new role they needed filled.

Most people see number one or two coming.  They consider them fair even if it hurts horribly to lose a job.  Number three is the toughest one.  You are fired for your excellence.  Someone cheaper and less skilled is kept.  It feels wrong, but from a business point of view, it may be essential.  You can’t overpay to get a job done and stay in business.

Never lose sight of what exactly you are doing for your company TODAY.  If technology or cheap labor is turning your job into a commodity, start major retraining today.  As a matter of fact, never stop retraining and improving your skills.  It may seem like a lot of work, but if you are being paid more than $10 an hour, there is already someone else offering to do your job for less.  Make sure a cheap worker doesn’t have the skills to replace you.

Something to do today

If you have survived layoffs in the past, figure out why.  If you have received substantial raises or no raises recently, make sure you are still a keeper.

And as a thought about finding your next job:

There are three kinds of death in this world. There’s heart death, there’s brain death, and there’s being off the network. (Guy Almes)

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Later: 20 second interview prime time

Should I trust an HR recruiter?

Should I trust an agency recruiter?

You can learn from spammers, but don’t spam

Are you too stinkin’ meek?

Are you too stinkin’ meek to get a job, a raise, or a promotion?

One PhD student conceived, executed and documented an experiment that was amazing. He also finished several other lesser experiments.  A week later the professor who supervised his PhD program came back from a trip and said, “You’ve come up with some wonderful results here.  Why don’t you publish most of these experiments in your dissertation, and I will publish this one as my own.  Don’t worry, you will get a footnote for your work.”  The student decided to be what he thought was “meek”.  He let the professor steal his work.  The professor got a Nobel Prize.  The student got a footnote. He resented it the rest of his life.  He became a respected professor of Physics, but never got a Nobel Prize.

Let’s redefine meek.  Meek does not have to mean you let others take advantage of you.  It does not mean you refuse to stand up for yourself.  Meek is not afraid, shy, scared or worried. Jesus Christ was called meek but he used a whip to clear the temple.

One definition of meek includes, “seemly and forbearing…yet strong enough to resist aggression.

My definition:

Meek: someone who knows his place.

I don’t think scared, quiet, shy, and reclusive is meek. It is “crushed” instead of meek.  The “crushed” who do not believe in themselves will not inherit the earth.

The meek person who knows and fills his place WILL inherit the earth.  A King, CEO,  Senior Secretary or Mechanic who knows his value can be meek well paid and rewarded. If you know your place and capabilities, you will not accept less than you should.  If you know your place and value, you will expect and demand to be recognized and rewarded.

Be meek.  Find your place.  Fulfill it.  Accept nothing less than you deserve.  Don’t expect to be a Nobel Prize winner if you haven’t done the work.  Don’t accept being a footnote in a paper you wrote.  Be the author.  Be what you are.

Something to do today

Ask a spouse, friend or coworker if you undervalue or overvalue your own work.  Then just listen and thank them. Don’t attack them or defend yourself.  Just listen and say, “Thank you.”  Be meek. Your job is to listen.

 

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Later:             How to quit

The old boy network

Exploit the old boys

The money question

How to demand more money and get it at your current job

A great article on exactly what you need to do to get a pay raise without waiting for your annual review.

read more here to get a raise.