The thought of approaching your manager to have ‘the chat’ about increasing your salary is a daunting prospect but one that you will inevitably face at some point, or many points in your comms career. And rightly so – you may have been overlooked for promotion but have instead taken on additional responsibilities, or your salary may have been frozen while the company was facing budget limitations. You know your worth and if you don’t speak up or make your desires known, others may not be aware of them, and as a result, you won’t receive what you want.
We are the experts when it comes to salaries! In this blog we share how to effectively negotiate an uplift in your pay - discover tactics and strategies for success, including research, preparation, and persuasive communication. As a PR professional, pitching is part of your job so it’s time to apply those techniques to pitch for a pay rise!
In our recently released Salary Guide 2024 we reported that comms teams have been faced with tightened budgets in a landscape of ongoing economic uncertainty. While the 2023 technical recession didn’t fully come to pass, it still affected business, with cautious and slow decision-making, and reductions in both salaries and bonuses. Overall, 70% of respondents received a salary uplift, which was a significant drop of 9%-points from the previous report when 79% received an increase.
The average salary increase across these corporate comms professionals was 5.5% (down from an impressive 10% average increase, reported the previous year).
Despite these figures, with brighter economic times ahead (we hope) and companies eager to retain their top talent, don’t be put off asking for the salary that reflects your contribution.
Negotiating a pay rise can be daunting, but it's an important step in advancing your career and ensuring you're fairly compensated for your work. Not only can a successful negotiation result in a higher salary, but it can also improve your job satisfaction and increase your confidence too! Unfortunately, many people avoid negotiating their pay due to fears and misconceptions about the process. Some may worry that they'll come across as too demanding or confrontational, while others believe that their employer won't be open to a discussion. But with the right preparation, you CAN successfully negotiate a pay rise by following these steps.
By doing your prep work, you'll be able to walk into that negotiation with confidence and a clear sense of what you're worth.
When it's time to make your case for a pay rise, you want to be prepared to showcase your value to your manager in a way that's clear, concise, and compelling. Put your ‘pitch head’ on and go into the meeting to discuss:
When it comes to asking for a pay rise, timing and location can make all the difference. You want to pick a moment when your employer is most likely to be open to your request, and when you've got the best shot at getting the outcome you're looking for. Think about scheduling your chat during your performance review or at the end of the year, when bonuses are usually handed out. And make sure you choose a private spot where you can have an uninterrupted conversation without distractions - a meeting room or your manager’s office is usually a safe bet. Mornings are best so you’re not worrying about it all day, and definitely in person, not on Zoom or Teams.
If you are stressed before the meeting, tell yourself it’s excitement (reframe your feelings!) and that you are standing up for yourself. You want to walk into that conversation with confidence and clarity, stating your case and expectations in a way that's clear and concise. And don't forget to listen actively - really hear what your employer is saying and respond thoughtfully. Pay attention to their concerns and address them directly, showing that you're invested in finding a solution that works for both of you.
At the same time, be mindful of your tone and body language. You want to stay calm and professional, avoiding aggressive language or mannerisms that can escalate tensions and derail the conversation. Instead, focus on having an open and collaborative discussion. Ask open-ended questions to encourage feedback and explore potential solutions, and be sure to ask for your manager’s thoughts and suggestions. This will help build trust and show that you're committed to finding a mutually beneficial outcome. Finally, make sure to summarise your key points at the end of the conversation and confirm any agreements you reach, so you're both on the same page.
When negotiating a pay rise, it's common to encounter obstacles that can threaten to derail the negotiation process. One of the biggest hurdles is dealing with objections and counterarguments from your employer. The key to overcoming this is to remember all the good work you have prepared for this meeting. Anticipate the potential objections that might come up and have responses ready to go. Practise articulating your arguments so you're confident and ready to address any concerns that arise.
Another challenge is handling pushback from senior management or HR. If you encounter resistance, try to remain calm and professional, and focus on the facts rather than getting defensive. Re-emphasise the value you bring to the organisation and the reasons why you deserve a pay rise. However, we don’t always get what we want and the answer might be a ‘no’, but at least you know the state of play.
If your well thought-out pitch for a pay rise is declined, ask what do you need to achieve to be awarded an increase. Ensure a clear understanding and agreement of what you need to do to get the raise. Can you agree to speak about this again in 6 months’ time on your progress? If so, put it in your manager’s diary straightaway.
If there’s no movement on your base, they may have some wiggle room on your bonus which isn’t a permanent cost to them. The other way you could negotiate is with time. For example, perhaps you don’t take a pay rise at this stage, but you reduce your hours slightly. Not everything has to be about your base salary when you negotiate. You may also suggest alternative solutions such as additional benefits or a performance-based raise.
And let's be real, budget constraints can be a major obstacle in pay rise negotiations. But don't let that stop you. Instead, think about solutions that benefit both you and your employer. Maybe you could take on more responsibilities or support with some company operations. Or, you could propose a phased implementation of the pay rise, spread out over several months or tied to specific performance milestones. By being flexible and solution-focused, you can overcome even the toughest obstacles and get the outcome you're looking for.
Set a timeline for follow-up discussions or decisions, so that everyone knows what to expect and when. Take a step back and evaluate how the negotiation went. If you negotiated a pay rise, congratulations! Celebrate your success and keep performing at a high level. And if not, don't be discouraged. Take a closer look at what might have gone wrong and think about what you can do differently next time to improve your chances of success because the ‘no’ may just be a ‘no for now’.
Finally, moving roles can be a great way to increase your salary. It’s certainly one way to get a good bump in pay; did you know that on average we usually secure our candidates a 16% uplift when they move? If you’d like the opportunity to discuss your options, get in touch.
So, there you have it - the key to successfully negotiating a pay rise. By following these steps, you'll be able to confidently close the deal and secure the salary you deserve. Just remember to keep it professional, stay persistent, and focus on finding solutions that work for everyone involved. With this mindset, you'll be unstoppable! Go out there and make it happen!
For a free download of our full Annual Salary Guide 2024, click here.
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The Works Search: a search consultancy specialising in PR and corporate communications. We have unrivalled matching abilities and are known for finding the top 5% performers in the industry - the ones who deliver and make your reputation great. For more advice or market insights, do get in touch with us on 0207 903 9291 or email: sarah@the-works.co.uk.
