How Not To Get Underpaid

December 16th, 2005 by Robert Merrill Leave a reply »
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So, this post (via) hits a little close to home because I don’t believe I am the type of recruiter they’re talking about here.  However, I will share the following ideas for a candidate nervous he/she may be getting undervalued:
 
To avoid getting snookered the next time out, do these three things:

  1. Research market rate. Check salary .com for a quick measure.

  2. Develop broad negotiation skills so that you can recognize typical recruiting pitches. Two new general negotiation books:
    Negotiate to Win: The 21 Rules for Successful Negotiating     by Jim Thomas (Collins/HarperCollins, $22.95) and
    How to Negotiate Like a Child: Unleash the Little Monster Within to Get Everything You Want     by Bill Adler Jr. (Amacom, $17.95).

  3. Trust but verify. Perform your own due diligence with a homegrown background check of former and current employees through networking, financial investigation, and company reputation and prospects.

When a position’s pay is under market, alert recruiters reframe the discussion by speaking not only of cash compensation and benefits, but also of “job stretch” and “growth opportunity.” [read more at
Employment Digest Blog]

My thoughts: I deeply respect candidates (and hiring managers) who explain to me what they feel the market can/should bear.  I also deeply respect candidates who are up-front with me about their expectations.  Sometimes, I feel like my candidates think I am trying to take something from them.  I think know when people see me and think of a car-salesman.  (I hate that feeling as much as you do.)  But, hopefully, the majority of people I have worked with will say that I am trying to look out for everyone–on all sides of the equation–not just myself.
 
I wouldn’t be here–using this opportunity to help take care of my family and our future–if it weren’t lucrative.  But, my personal calculation of compensation is much larger than dollar-bills.  I think yours probably is, too.  Yes, I know, it’s hard to buy that new ipaq I’ve been checking out on just emotional plusses–but all the gadgets and glittery everythings will never make up for how awesome it is to talk to a consultant who loves their new work–and their boss who can’t imagine how they lived without them. 
 
Those are the days when my drive home feels like floating on air. 
 
Those are the days when I know I am connected to what’s really important to me–making a serious, measurable difference in people’s lives.
 
So, my invitation is: Let’s talk openly.  I know we can make this whole thing work so everybody wins, and wins big.
 
 

 

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