Guide to asking for a raise

You feel in tune with your work. You feel that you deserve to be paid more for your efforts. There's no point beating about the bush: you're thinking of asking your employer for a raise. But be careful, you don't want to do it just any old way! You may feel a little over-confident or, on the contrary, a little bewildered by this crucial stage in your professional development. But don't panic. IPAG Business School discusses the key points of a strategic approach to your request for a pay rise.

The right timing: how to choose the right moment to ask for a raise

Generally speaking, requests for pay rises are more likely to be accepted if they are made at the right time! There are a few occasions not to be missed if you're planning to ask for a pay rise:

• The annual appraisal interview; A one-to-one meeting with your manager;
• A change of duties or job responsibilities;
• The arrival of a new recruit;
• A change in your responsibilities, objectives or tasks;
• A success or series of successes for which you are responsible;
• Following a short training course that enables you to increase your skills significantly.

A few markers can help you identify the ideal opportunity to increase your salary expectations. For example: the current level of the minimum wage, the overall economic context (inflation), the state of the market and the competition, the economic realities and the good health of the company, etc.

You can also regularly assess your personal and professional situation to put your assets for the company and for the job into perspective.

Make sure you make your request when you feel your manager is physically and mentally available. Making your request at the right time means waiting for the moment when he or she is ready to listen. Then propose a meeting with your boss to explain your motivation to go further.

Method: the preparatory stages for asking for a raise

When preparing for your interview to ask for a pay rise, bear in mind that you will need to prove your added value and motivation to your employer.

You can do this by collecting evidence of your performance and efforts. Take the opportunity to list all your current responsibilities, your skills, and the notable facts that you think could make the difference to a pay rise.

Put forward solid arguments to justify this request: your training, your years of experience, your specialities, your objective performance, etc.

Next, estimate a reasonable amount to ask for by researching equivalent positions on the job market. You can, for example, look at the job offers available online for the same type of position. Opt for a salary range rather than a precise amount: this will show that you have done your homework and that you have the tools to negotiate.

To finish preparing for this interview, try to anticipate possible questions and objections.

Focus on argumentation: how to ask for a raise with conviction

The hardest part is still to come: broaching the subject concretely and directly, without beating about the bush. The big day of salary negotiations is approaching: you need to be sure of yourself.

To reinforce the impact of your arguments, base them on figures and objective criteria that demonstrate your added value to the company.

You can build a solid argument around key figures that are representative of your activity in the company that employs you:

• data representing quantitative value (business performance, productivity, number of sales, for example) ;
• other indicators representing qualitative value (skills development, customer satisfaction, quality of project management, feedback from teams if you are a manager).

To back up your request for an increase, don't hesitate to compare your salary with those on the market, especially if you work in a fast-growing or highly competitive sector. Bear in mind that your employer has no interest in seeing you leave for the competition if you deliver quality work.

The art of conversation: how to ask for a raise effectively

To increase your chances and make your employer more inclined to grant your request, pay particular attention to your attitude. The art of conversation can win you sympathy points and help you get a better salary.

To do this, rely on a few effective communication techniques, such as :

• Active listening: observe all the clues left by the person you are talking to to get their message across. Pay attention to body language, pauses, reactions, personality, etc.
• Assertiveness, an attitude that helps you develop your social skills and adapt your speech. An ideal dialogue framework for managing your emotions and those of the person you are talking to, while remaining professional.

Responding to reactions: how to deal with responses to your request for a raise

There are several possible reactions from your employer or HR manager:

• Acceptance : you've made your case and your manager agrees that your position should be upgraded with a pay rise. Congratulations. Make sure you do what you promised, for example in terms of training, areas for improvement, relations, etc. If you prove yourself to be reliable and keep up your end of the bargain, you can ask for a further increase next year or in subsequent years, depending on your progress.
• A refusal : ideally, you should have a plan B in case of refusal. Beforehand, study the salary scales proposed by the company and ask your colleagues about their own salary increases, so that you can frame your request more accurately and avoid an outright refusal. Don't be too emotional about the refusal, try to understand why your employer is refusing your offer. Perhaps your boss prefers to challenge you over a given period to check that you deserve your increase, or perhaps he is limited by budgetary constraints, etc.
• A counter-offer: this can come from you (it's an interesting strategy to adopt in the event of refusal), or from your employer. Don't be disappointed: a counter-offer shows that your employer is open to negotiation. You will be able to negotiate other forms of remuneration if necessary, for example benefits in kind (target bonus, additional shares in the company, teleworking arrangements, timetable arrangements, etc.).

The next steps after asking for a raise

Well done! The discussion you've just had with your employer isn't always an easy one in the course of a career. To make sure you get the most out of the meeting when you ask for a raise, summarise the main points and set clear objectives at the end of the discussion.

For example, set a deadline by which you will be able to discuss your future prospects and future development. This is a good way of showing that you are proactive and open to dialogue (even in the event of a refusal).

What you should avoid at all costs is leaving on bad terms, pestering your boss to reconsider your request, etc. All this is counter-productive for your career. All this is counter-productive for your future in the company and could even lead to professional unhappiness (burn-out, resignation). The pay rise must not be allowed to hold back your entire career!

Our advice for a successful pay rise application:

1. Find the right moment.
2. Prepare your interview in advance.
3. Present factual, quantified and precise arguments.
4. Show that you can remain professional whatever the response to your request. Adapt your approach to your line manager's reactions: refusal, acceptance, counter-proposal and negotiation.
5. Set clear objectives and actions to be taken to anchor this interview over time.

When you draw up your career plan, don't hesitate to plan from the outset a timeframe during which you would like to be able to increase your salary. Salary remains the basis of recognition provided by the employer for your work, and it's only natural to question it when you don't feel perfectly aligned with it.