How to Ask for a Raise

Instead of asking for a specific dollar amount, you could ask for a specific percentage increase. For example, if you are an excellent performer and are being paid 4% below the market average in your geographic area, then ask for an 8–10% raise. “Assume that your boss may come back with a counter offer that is lower than what you have requested, so asking for slightly more than what you want gives you room to negotiate,” Ms. Mathews says. “Be the first one to state the range of the increase you are seeking, because this gives you an advantage in the negotiation process.”

Mr. Szypko believes it’s not in your best interest to specify a dollar amount because your manager may have been willing to give you more.

Regardless of which method you use, knowing what you are worth is critical, Ms. Mathews says. Typically, a pay range has a low, midpoint and high salary. People who have worked in a profession for three to seven years will generally fall around the midpoint of that range. Employees or clinicians who have been in the profession for 10 or more years are generally paid at the 75th percentile or higher. Low performers will be paid between the first quartile and midpoint, and high performers will more likely be paid somewhere between the midpoint and the 75th percentile or even higher. Merit increases for employees generally fall in the range of 1–6%, depending on quality of performance, so consider this as well.

When an Increase Isn’t Up to Par

If the increase your boss offers doesn’t meet your expectations, remain respectful. “Don’t make threats or get overly emotional,” Ms. Mathews advises. “But don’t give up too quickly and accept the lower amount that is offered, either. Restate what you found in your research and reiterate that the range you have proposed is fair; ask your boss to reconsider.”

Another option is to courteously and professionally accept the lower amount and request a meeting to discuss another increase in six months.

If your boss agrees that a raise is warranted, but says it simply isn’t in the budget, you have limited options.

• Ask if there is a possibility for a bonus structure for meeting certain productivity goals tied to revenue;
• Consider benefits that could make your life easier, increase your skills or save you time, such as more vacation time, a flexible work schedule, paid attendance at a national meeting or symposium, or additional training opportunities; and
• Consider perks that your employer could write off as a business expense, such as contributing money toward your health insurance premium or 401(k) plan, or a paid cell phone plan.

If your boss’ answer is still no, try a different approach. Ask, “What do I need to do in my job that would lead to an increase in salary?” The goal is to show that you are committed to the practice, says Ms. Mathews.

Stay Calm, Cool & Collected

Mr. Dickerson