If You've Earned A Raise, Then Ask For It

Sunday, June 29, 2008

Is the weak economy causing you to hesitate to ask your boss for a raise?

Ninety percent of employees do not feel this is a very good time to ask for a raise, according to a recent human resources survey sponsored by Randstad, a worldwide staffing agency with offices in Princeton, Parsippany, Swedesboro and Plainfield. The online poll was drawn from a pool of 2,200 employees and 1,295 employers in the United States.

Most people these days seem to be more worried about keeping their jobs than getting a raise. That can be a costly mistake. The right time to ask for a raise is when you deserve one, regardless of the general state of the economy.

What do you have to do to get a raise in a tough economy? You not only need to do something that merits a salary increase, but you need to affirmatively promote your accomplishments. Unless you tell them, most bosses don't actually know what you've accomplished, and may even give credit to someone else for your successes. If you want a raise, make sure your boss knows how you have contributed to his or her success and that you can continue to help make him or her look good.

One way to demonstrate you deserve a raise is to learn new skills or take on greater job responsibilities. Presented properly, your boss will recognize the new skills or additional work being done will make him look good. Particularly in a tight economy, if your boss can achieve greater productivity without hiring additional staff, you can get a raise and your boss can justify it on the basis of saving the company money.

How you go about asking for a raise is also important. Eileen Habelow, Northeast regional vice president of Randstad, recently gave a bigger raise than she had planned because of the way her employee approached the topic.

She asked this individual to take over a troubled account and offered him an increase in salary, but the way he responded caused her to rethink the amount she had offered. He told her "he was flattered that she had thought of him for this tough job and was excited by the challenge even though it required him to leave a secure position where he doing extremely well."

That simple statement reminded her that not only was he the best choice to solve her problem with this account, but also that accepting this position would entail both financial and professional risk for him. So even though she believed he would accept the job at the salary she had initially offered, when he asked for a larger increase she gave him one.

Prepare carefully before you ask for a raise.You don't simply wake up one morning and ask for one. You have to have a good reason. "I have not had a raise in a long time" is not a good reason, especially in a weak economy.

"I just completed my MBA;" "I am your top producer;" "I took on additional responsibilities when Sally left;" or "I have a job offer from a competitor." Those are reasons to request a raise.

Show how you have gone above and beyond what was expected.Use the internet to determine the market value for the work you are doing. Also, recognize the unique value you bring to your employer, those things you do that would be difficult for your employer to replace if you left. Utilize that information to make the case for a raise.

However, never threaten to leave if you don't get what you are asking for. Doing so will put your boss on the defensive and make it just as likely that she will show you the door as give you a salary increase.

When you are seeking a raise, bear in mind the advice of Ron McMillan, co-author of "Crucial Conversations: Tools for Talking When Stakes Are High:" "You are not asking for a favor, you are engaged in a business negotiation."

Demonstrate why you deserve one, explaining how you determined a higher salary is warranted. A salary increase is not the only way you can get a raise. You can also ask for more time off, the ability to work a few days a week from home, additional training opportunities or a bonus based on achieving certain agreed upon results.

A veteran human resources executive, Lee E. Miller is the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

Father Knows Best Till Kids Join His Trade

Sunday, June 15, 2008

I remember the exact moment when, in our work together, my daughter Jessica stopped being my daughter and became my co-author.

It had been her idea for me to write "A Woman's Guide to Successful Negotiating: How to Convince, Collaborate and Create Your Way to Agreement." Her idea was to have a negotiating book written from both a male and a female perspective, although Jessica never suggested she be the one to write it with me.

Naturally, though, I turned to her to be my co-author, not only because she is a gifted negotiator and a successful businesswoman, but also because, after all, the book was her idea.

We agreed to each draft certain chapters and then critique each other's work. The way this was supposed to work was that we would discuss the proposed changes until we were both satisfied with the result. Initially this process did not go well because, whenever we disagreed, I reverted to the "father role" and exerted my "right" to have the final say.

She called me about a week after I sent her the first draft of a chapter titled "Negotiating with Your Spouse or Boyfriend." Her response was both unequivocal and totally unexpected. She said, "Dad, you are a genius when it comes to business negotiations but you really do not have a clue when it comes to relationships. Let me take a crack at writing the first draft for this chapter."

A few weeks later, when I received her draft, it was completely different from what I had written and, frankly, much better. From that point forward, whenever we disagreed, I took her views much more seriously.

Working with your children can be rewarding for everyone involved, but it also can be difficult. Vinnie Brand, the owner of the Stress Factory Comedy Club in New Brunswick has had all three of his children work with him at one time or another. He warns sometimes a child who works in a family business brings with them a sense of entitlement. They come in late, they do not do their job and generally act as if they can do whatever they want because they are the owner's son or daughter. That attitude can really hurt a business because the other employees quickly come to resent it.

Peter and Mathew Glazier are a father and son team that runs the Glazier Group, a company that owns and operates a chain of upscale restaurants, including the Strip House in Livingston. Before Peter allowed his son to join the family business, he insisted Mathew "spend some time working elsewhere." That way he "would be able to make an intelligent decision about his future."

Mathew, who became a lawyer and practiced law for several years before joining his father, agrees with his dad's advice: "Working outside the family business allows children to see how things are done elsewhere and enables them to come into the business with some real world experience that can add value to the company."

Everyone I spoke with on this topic, though, seems to agree the secret to parents and children successfully working together ultimately boils down to mutual respect. It is important for children to respect that their father or mother created a successful business using methods that worked, even if they are not currently considered the best practices. For the same reason, parents have to accept that things will change when their children join the company.

Even when you come to respect your children as business colleagues and deal with them as equals, they never stop being your children. Although my daughter is an exceptional negotiator, I do not think it was her extraordinary negotiating ability that enabled her to persuade me to give her 75 percent of the book advance.

She simply reminded me she had just started a new job in a new city and she needed the money for her new house -- a negotiating tactic that would only work for a business colleague that happened to be your father.

A veteran human resources executive, Lee E. Miller is the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a Web site devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

Cosmetic Surgery's Handsome Rewards

Sunday, June 01, 2008

Can cosmetic surgery get you that raise you're looking for?

Maybe, says a study coming out of the University of Texas.

Men and women "with below-average looks" suffer "a pay penalty," while those with better-than-average looks receive "a pay premium," according to a University of Texas study. After considering other variables, such as education and experience, the study found someone with below-average looks earned 9 percent less, and a better-than-average looking person earned 5 percent more than an individual with average looks.

Gordon Patzer, a professor at Roosevelt University who has studied the "physical attractiveness phenomenon" for more than 30 years and is the author of "Looks: Why They Matter More Than You Ever Imagined," says "better-looking people not only earn more, they are also more likely to be hired and to be promoted."

More and more people seem to be acting on their belief improving their appearance will boost their careers. What many of them are doing goes well beyond just dressing for success. Since 2000, there has been a 27 percent increase in surgical and non-surgical cosmetic procedures, with a large portion of that increase attributable to men. And, according to a 2007 survey by the American Academy of Facial Plastic and Reconstructive Surgery, two-thirds of the men and women surveyed gave as their primary reason for seeking cosmetic surgery "remaining competitive in the workplace."

Daniel Brock, a studio engineer with a recording studio in Jersey City, opted for hair transplant surgery because he felt his premature hair loss was affecting his business. After a successful procedure, he found he was better able to relate to the younger musicians who are the mainstay of his business. He said he not only attracted a younger clientele, but, overall, his business has increased 35 percent since the surgery.

Much of the business benefit of cosmetic procedures appears to be psychological. The common refrain from the people I spoke with who had cosmetic surgery, was that they felt more confident and energetic after the procedure. Dr. Antonio Armani, the cosmetic surgeon who did Brock's hair transplant, said one of the reasons his patients often experience increased career success after surgery is "when they look better, they have more self-confidence."

That self-assurance enables them to perform better. Some experts think attitudinal transformation is more significant than the effects of the actual physical changes in advancing an individual's career.

In addition to the psychological effect on the individual undergoing the surgery, Patzer notes, "People do, in fact, treat other people differently based on their physical attractiveness."

Individuals are more likely to believe what people who are better looking say, and are also more willing to help them. Consequently, being more attractive can result in someone being more productive, Patzer says.

Cosmetic surgery, however, is not a panacea for whatever ails someone's career. In addition to the medical risks associated with any surgery, undergoing cosmetic procedures can be expensive and does not guarantee career success. Moreover, when people are aware you have undergone cosmetic surgery, your career may not fully benefit from the so called "beauty premium."

Patzer suggests while we value good looks in people, "We don't expect them to have to put effort into it." When someone improves their appearance through cosmetic surgery, "others tend to discount the value of those improvements." Moreover, sometimes the results of the surgery are not what were initially hoped for.

Whether cosmetic surgery is a better career investment than a new wardrobe, a good haircut or additional training remains to be seen. History is replete with people of only average looks who have achieved great things. Notably absent from the list of Nobel Prize winners and the Fortune list of the world's richest people are any supermodels.

A veteran human resources executive, Lee E. Miller is the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a Website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

Tips for Summer

THE BIZ OF SUMMER

Here are ways to make beach season as beneficial as it is relaxing

Sunday, May 25, 2008

CAREER COACHING

Most people think summer is a time to put your career on hold and enjoy the warm weather. That is a big mistake. Summer provides a chance to move your career forward while your colleagues are sunning themselves on the beach. Here's how you can use this time to get a leg up on your career:

Demonstrate that you can do more. Offer to pick up additional responsibilities while people are on vacation to showcase skills your current position doesn't require. Your boss will appreciate your pitching in to help. If you are strategic in what you offer to do, it can lay the foundation for a future promotion.

Take advantage of things being a little slower around the office and use the time to learn new skills. Register for a course at a local university. Taking a summer class is also a great way to meet new people and expand your network. It may even help your social life.

Summer is not all about work, though. Everyone needs time away to relax. But while you are flying to your vacation destination or relaxing on the beach, try picking up a business book that will help you become more successful.

-- Lee E. Miller

BEACH BOOKS

Recommended by Ralph Izzo, chief executive of Public Service Enterprise Group:

"Good to Great: Why Some Companies Make the Leap and Others Don't," by Jim Collins ($27.50)

"This book illustrates the need to look past the next quarter and take the long-term view in order to achieve sustainable excellence."

Recommended by Tom Szaky, founder and CEO of Trenton-based TerraCycle, which makes organic liquid plant food and packages it in recycled soda bottles:

"Cradle to Cradle: Remaking the Way We Make Things," by William McDonough and Michael Braungart ($27.50)

"This book is my inspiration. It shows how industry and commerce are at odds with the environment only because innovation slowed after the Industrial Revolution, and that with more thoughtful design, business can be more profitable and more eco-friendly at the same time."

Recommended by MaryLou Barreiro, Wells Fargo regional market president for New Jersey, New York and Pennsylvania:

"How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients," by Jeffrey Fox ($16.95)

"This is both an enjoyable read and filled with insights. His point is that to be successful, you need to understand the customer's value system."

-- Beth Fitzgerald

MUST-HAVE GADGETS

Item: Sony Digital Noise Canceling Headphones

Price: $399.99

Website: sonystyle.com/webapp/wcs/stores/servlet/ProductDisplay?catalogId=10551&storeId=10151&productId=8198552921665348955

You need to focus. You need to think. And with all of the world's distractions, sometimes you need assistance. That's the idea behind these noise-canceling headphones, which will let you listen to industry podcasts, instructional videos or your favorite bands -- all while focusing on the task at hand and tuning out the noise from jet engines and nearby cubicles.

Item: Nuvi 200

Price: $219.99

Website: garmin.com/products/nuvi200

Here's a GPS unit you can drop in your backpack or pocket, making it easy to take with you when you're on a business trip and looking to explore an unfamiliar city (or just avoid getting lost). Not only that, the Nuvi 200 comes with other handy tools, such as a world travel clock and currency converter.

Item: WiFi Signal Locator

Price: $29.99

Website: mobileedge.com/items_accessories.asp?cid=7&scid=7&pid=24

Maybe you don't want to work during your vacation, but you've got no choice. And you've got a problem -- you need to track down a WiFi web connection. The keychain-sized WiFi Signal Locator will help you do just that. With its LED indicators, it will find the sweet spot for hot spots in cities, airports and elsewhere.

-- Allan Hoffman

RAINY-DAY MOVIES

Recommended by Annette Catino, chief executive of Piscataway-based QualCare, which provides managed health-care plans to employers:

"Erin Brockovich" (2000, starring Julia Roberts)

"I like this movie because the character Erin Brockovich wins by doing what is right. She has a lot of passion and she sticks by her guns."

Recommended by Bud Mayo, founder of Clearview Cinemas and CEO of Access IT of Morristown, which is converting movie theaters to digital film technology:

"Broadcast News" (1987, starring Holly Hunter, William Hurt and Albert Brooks)

"It combined comedy with reality, and it was the first major movie I played in the very first Clearview Cinema."

Recommended by Marge Perry, founder of MZM Construction, a Newark-based construction company:

"The Pursuit of Happyness" (2006, starring Will Smith)

"This is a true story of a man who, while he was living in a homeless shelter with his son, made it through a stock broker training program and went on to become one of the wealthiest men on Wall Street. The message is that business won't guarantee you success, but it will guarantee you a journey."

-- Beth Fitzgerald

Career Advice For Recent Graduates

Sunday, May 18, 2008

When Anne Bergen-Taylor was hired at an internet company in the 1990s, her boss told her: "Everyone here has an agenda for what they want you to do. You need to follow my agenda." And that is exactly what she did. As a result, Bergen-Taylor, now the director human resources at DeVry University in North Brunswick, neglected to build relationships with her peers and with people in other departments. So, when her boss was let go, she soon followed. It was an important lesson for her. It is not enough just to keep your boss happy; you need to find the time to build relationships with others throughout the organization. Your future success depends on their help and support.

Like Bergen-Taylor, new graduates frequently make mistakes that hurt their careers. While it is good to learn from your mistakes, it is even better if you can learn from others. Here are some tips to help make the transition from school to work a little smoother:

Technology is no substitute for spending time with people. Technology plays a critical role in today's workplace, and recent graduates are generally comfortable using that technology. However, technology can never replace face-to face interactions with others in the organization. Learn to be equally at ease speaking and contributing at meetings. Management makes Judgments about your leadership potential based on how you present yourself when you are in their presence.

Jake Greene, the twentysomething author of "Whoa, My Boss Is Naked, A Career Book for People Who Would Never Be Caught Dead Reading a Career Book: " says his contemporaries are often reticent to speak up at meetings, yet are very comfortable sharing their thoughts via e-mail and instant messaging. This leads to what he calls a "professional split personality" -- assertive and confident online, but shy in person. Hiding behind your computer won't help you advance. "Boomers need personal contact. If you need a keyboard to communicate, that will be a detriment to your career."

Develop interests and friends outside of work. In addition to building and nurturing a network within your organization, seek out and maintain a diverse set of friends outside of work. Too often, people trap themselves within their organization and their industry. That is career limiting. You never know where the next great opportunity will present itself or what information will prove critical to your future success.

Greene describes this as "having a Danny Ocean mentality," from the character George Clooney plays in "Ocean's Eleven." In the same way Danny Ocean has a multitude of diverse friends whose talents he can call upon when he needs to do a job, you, too, should build friendships with talented and interesting people in all walks of life.

Many people seek out friendships strictly based on their perceived career utility. Because people recognize what you are doing, that is often counterproductive. Keep in touch with individuals because you are genuinely interested in them, not only when you need something. Help them even when there is nothing immediately in it for you. That way, they will be more likely to think of helping you anytime an appropriate opportunity arises without your even having to ask.

Take responsibility for your own career. Nicholas Aretakis, a former vice president of worldwide sales for GlobeSpan in Red Bank and author of "No More Ramen," offers the following advice: "Be patient, but don't just wait for something to happen; make it happen." Too often, young people find the first job they accepted isn't exactly the job they thought it would be, so they leave and look for another job.

This cycle can repeat itself until it ultimately begins to negatively affect an individual's career. Rather than change jobs, a better response might be to seek out additional responsibilities in areas where you have an interest and can add value. In that way, you create the job you want.
Never stop learning What you are doing today can quickly become obsolete. Employers are always looking for individuals who are adaptable, and they frequently hire and promote people not because they can do every aspect of a new job, but rather because they are convinced the individual can learn whatever he or she needs to learn in order to do the job. So, take advantage of any training opportunities your organization offers. Continuously seek out learning opportunities.

Volunteer for assignments where you will develop new skills. Take courses at local universities and online. Constantly seek to develop yourself. Keeping up with trends in your field and continuous learning not only will keep you marketable, but also will advance your career.

All advice is not equal. Leon Fraser, a lecturer at the Rutgers Business School in Newark, offers one final piece of advice to new graduates -- be careful where you get advice from.

"Everyone offers advice to new graduates -- your aunts, your uncles, your parent's friends and even your friends who graduated just a few years ahead of you. Make sure the advice you take is not only good advice, but applicable to your specific situation."

A veteran human resources executive, Lee E. Miller is the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

Don't Make These Job Search Mistakes

Sunday, April 27, 2008

Before John Yocca found his current job, he had been unemployed for seven months. Unexpectedly laid off as part of a major downsizing, Yocca took some time off trying to figure out what he wanted to do.

Now a senior account executive with Stern and Associates in Cranford, Yocca eventually found temporary work in the golf industry, a passion of his, and began exploring the possibility of working full time in the field. After a while, though, Yocca got discouraged and decided to go back to what he knew best. So, he reached out to a recruiter he had worked with in the past.

By coincidence, the recruiter was working on a search for which he was particularly well-qualified. Within a day, Yocca had an interview; a week later, he had a job. In hindsight, Yocca says he wishes he had pursued his job search more diligently and reached out to his network much earlier.

With the economy losing 80,000 jobs in March, the third consecutive month of rising unemployment, many more people are likely to be facing a period of unemployment in the coming months. Some of those affected may find themselves out of work for an extended period of time. Should you find yourself among the casualties of what will hopefully be a brief economic downturn, avoid the common mistakes that can unnecessarily lengthen the time you look for work.

The most common problem for individuals who have been looking for a job for an extended period of time is "they get discouraged and lose their confidence," said Julie Kampf, president of JBK Associates, an executive recruiting firm in Engelwood. This can lead them to interview poorly and make bad decisions, such as accepting the wrong job out of fear nothing else will come along.

Here are some mistakes to avoid during a job search:

Don't wait to begin the job search. While trying to determine what you want to do next and not simply jumping at the first job that comes your way is a sound strategy, taking a long vacation is not. A few days off to clear your head and re-energize is fine, but then get to work. The sooner you start, the sooner you will find that next great opportunity.

Don't apologize for the time you have been unemployed. Let your potential employer know you have been focused on finding the right job and be able to describe the efforts you have made to do so.

Don't take rejection personally. Human resources professionals and executive recruiters are bombarded by résumés, e-mails and faxes from candidates. If they don't get back to you, be persistent, but don't be a pest. Finding a job is a "numbers game." The more opportunities you pursue, the better your chances.

Don't be embarrassed to ask your friends and business associates for help. "Those are the people who know you best and are the most likely to help you," says Kim Bishop, vice chairman of the national recruiting firm Slayton Search Partners, who is responsible for the firm's New York-New Jersey region.

Never stop networking. Reach out to your contacts on a regular basis, whether that means just checking in to say hello once a month, forwarding articles of interest or simply sending a birthday or holiday card.

"Objects in motion tend to stay in motion, while objects at rest tend to stay at rest, unless acted upon by an external force," says Newton's First Law of Motion. When it comes to finding a job, a similar principle comes into play. Employers are interested in people who are active and involved. They want to know you are positive, motivated and energetic. They are looking for someone who has been busy, even while engaged in a job search.

So while you are looking, take courses that will enhance your skills, get involved in professional organizations and engage in volunteer work. This will not only expand your network, but will demonstrate you have been productive during the time you have been out of work. Consulting or freelance work also can be a plus, as long as it doesn't keep you from focusing on your primary objective of finding a job.

The biggest mistake you can make when you are unemployed is to "rely on someone else to find you a job," Kampf says. People in your network, career coaches all can help you. They can offer ideas, provide leads and give you advice, but ultimately, you have to take responsibility for your own job search.

A veteran human resources executive, Lee E. Miller is the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want," and the co-founder of YourCareerDoctors.com, a website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.

Make Yourself a Perfect Match

Sunday, April 06, 2008

When I was a young associate at a law firm, one of the pleasant tasks assigned to us was taking law students who were interviewing for jobs out to lunch. This was an opportunity for the firm to have the candidate's contemporaries sell them on the virtues of why they should come to work there.

On one occasion, several of us were out to lunch with a particularly impressive candidate. He had graduated from Princeton University and Yale Law School. He was smart, articulate and good looking, had excellent experience and seemed like he would fit in at the firm. His round of morning interviews had gone extremely well and our job was to convince him to join the firm.

Lunch started out uneventful. We talked about sports, law school and life at the firm. We ordered our lunch and several carafes of wine. The conversation was quite animated.

While we were eating and talking, the candidate reached for something to drink. Instead of his wine glass, he picked up a carafe and took a sip from it.

I don't remember much else about the lunch, but within 10 minutes of our returning to the office, everyone was talking about the "candidate who drank wine from the carafe."

While I am sure this outstanding law student had no trouble finding a job, he wasn't offered one by my firm. This incident highlights the importance interviewing plays in the hiring process. One little mistake can cost you a great opportunity.

No matter how talented you are, your accomplishments do not sell themselves. Knowing how to interview makes all the difference in the world between getting the job you want and getting a letter thanking you for your interest. The good news is interviewing is a skill that can be learned.

Effective interviewing starts with having the right mindset. It requires an understanding of how employers think and what they are looking for when they interview. To be successful, you have to do more than merely convince the interviewer you are a good candidate for the job.

Everyone who actually gets an interview probably is a good candidate for the job. Your goal is to convince the interviewer that you, with your work history are the "perfect match" for the specific job they are trying to fill. To accomplish that during your interview, requires not only a positive attitude and enthusiasm for the job, but also an in-depth knowledge of the organization, your prospective boss and the challenges they face.

That will enable you to emphasize those skills and experience that you bring which will be of particular interest to the employer. Here are some interviewing do's and don'ts that will enable you to stand out from all of the other candidates being considered for the job:

DO

Prepare by finding out everything you can about the company, the job and your interviewer(s).

Ask knowledgeable questions.

Listen carefully and be responsive to the interviewer's interests.

Focus on accomplishments not responsibilities. Emphasize those that are most relevant to the job.

Make friends with the secretaries and assistants involved in the hiring process. They are an excellent source of information and assistance.

Be positive and enthusiastic at all times.

When you finish interviews demonstrate your enthusiasm by asking for the job.

DON'T

Don't ever say anything negative about a prior employer, even if it is true.

Don't interrupt the interviewer.

Don't discuss politics or religion

Don't be too deferential to the interviewer. Ask questions; take thoughtful positions and support them in a firm but respectful manner.

Don't talk about salary. If you must, talk about it as little as possible until you get an offer.

The interview is often described as the most critical aspect of the hiring process. It is your best chance to gain an advocate for being hired. Winning over the people who are interviewing you requires understanding what is important to them.

Although you are the same person with the same skills, experience and accomplishments regardless of who is interviewing you, what you chose to emphasize is up to you. So focus on what is most important to each person that interviews you.

A veteran human resources executive, Lee E. Miller is the author of "UP: Influence Power and the U Perspective -- The Art of Getting What You Want." He is also the co-founder of YourCareerDoctors.com, a website devoted to career success. Mail questions to Lee@YourCareerDoctors.com.