Getting a Raise
by Dera DeRoche-Jolet

I’m willing to bet that most people who work for a living feel that the amount of their paycheck doesn’t equal what they are worth.

Yet, if you ask them why they don’t simply ask for a raise, they’ll offer 1,001 excuses. In their minds, they picture the boss firing them, kicking them out of the office or just saying "no." Because those are the scenarios they deem most likely to happen, they don’t ask, then curse the boss for being so cheap and unappreciative.

Of course, if you don’t deserve a raise, don’t ask for one. Come in late, miss appointments and make consistent mistakes on installs and you’re more likely to get fired. Demand a raise under those circumstances and I doubt if any employer will seriously give your request a second thought.

If you have earned the right to ask for a raise, then you must believe it and also believe in yourself. Obviously if you are going to be successful in asking for what you want you have to believe in your right to do so.

Let’s be honest. It’s not just black and white. There are other factors to take into consideration. As much as we might hate to admit it, racism, age discrimination and sexist attitudes still play a major role in some people’s decisions on hiring, firing, raises and promotions. Plus, the condition of the economy, the condition of the company you work for and the condition of the security industry at the time also will have an effect.

Another factor is current labor conditions. For instance: What is the supply of experienced installers? What is the demand for them? If you don’t get what you want can the skills you have enable you to transfer into another industry? If other opportunities are available elsewhere, you should definitely consider asking for a raise.

As good as you may be, and as much as you might deserve a raise, all these things will determine if you will get one. Still, if you don’t ask for what you want, you’ll have absolutely no chance of getting it.

So take stock of yourself and be honest. Have you made valuable contributions to the company? If you leave the company, would it be adversely affected? Have you earned the raise? If you answered yes, you must now convince your boss. First, ask yourself some questions:

* How long as it been since you last received a raise?
* Why are you asking for a raise?
* Have others in the company received raises?
* How agreeable was the boss?

Once you have answered these questions, it’s time to set goals. Unless you know what you want, you’ll most likely wind up with far less than you would be happy with (if you get anything at all).

Keep your goals realistic and be flexible. You may want a 15% raise (and unless you ask, you’ll have no chance to get it), but be prepared to negotiate. While your boss might believe you are worth that much, the company may not be able to meet that figure at this time. So before you negotiate, ask yourself:

* What is the least I am willing to accept?
* What is the most I can hope for?
* What can I realistically expect?

How achievable is your goal? That depends on the facts you gather that demonstrate whether you have earned the raise. If your company doesn’t have a formal performance appraisal system, it’s up to you to keep records.

Installing a system that works with little or no problems is the minimum requirement and part of your job description. To show your boss that you deserve a raise, you need to demonstrate that you have surpassed the minimum requirements. You can do this by showing how you have saved the company money. For instance, because you are good at what you do, your installations go faster. You are neater and more courteous and because of that, many customers have recommended the company to their friends and neighbors. Perhaps, because you listen closely and pay attention to the customer, you have sold them an add-on. The basic premise works the same way whether you are a receptionist, technician or supervisor. By bringing these facts to your boss’s attention, you’ll command his attention.

So when is the best time to make your move? Ask for a raise when the majority of these factors are favorable. However, the best time may never come. In that case, you need to pick a time and decide if you will raise or stand pat.