Key employee wants a raise-finally

165

Dear Joan:
I have been working at my present job a little more than two years. I need and deserve a raise but don't exactly know what someone with my qualifications is worth. When I started I was offered $4 an hour and, even though it was a lot less than I was previously making, I took the job because it was a new company and presented an interesting challenge. The ad said: "Receptionist, bookkeeper, miscellaneous office." I started out by setting up all the books, files, receivables, payables, sales reports, etc. From zero, the company is now extremely profitable. I am still the only office staff, but my duties have grown to include customer service, accounting, collections, ordering, assembling, sales force payroll, and pick-up and delivery. My day is so busy, I start a half hour early just to keep up. I don't take a lunch break, and vacation leave is really not possible. Trying not to sound too egocentric, I literally run this company.

For all this, I've only been given a small increase in pay. I don't want to quit and, despite all I do, I like my job. However, I feel I'm being taken advantage of. What would a fair increase be?

Answer:
The owner is:

a)     so busy watching the bottom line that he or she has forgotten about you

b)     thinking you're naive and hoping you'll stay that way

c)      blind to the fact that you aren't willing to make long-term sacrifices for a business you don't own, or

d)     so short-sighted that he or she is willing to lose a dedicated, key employee just to keep costs down.

You have been underpaid, overloaded and unassertive for too long. Some of this, you have brought on yourself.

When you joined the company for the "new challenge," you took a cut in pay. I assume the agreement was your salary would increase as the business grew. It hasn't and you haven't reminded the owner.

Your dedication, skills and initiative have contributed a great deal to the success of the business. The owner stands to lose a great deal if you leave.

You have a keen understanding of how the business is run because most pieces of paper pass through your hands. You know how much money is coming and going and how fast the business is growing. These facts will be useful when you approach your boss. The key word here is "approach," not "pounce" or "tackle." A calm assertive approach is best.

First, collect some data. Call colleagues in other companies with whom you deal. Perhaps there are a few people like you in small supply companies from which you order. If your relationship is good, say, "I'm planning to go to my boss for a raise but I'm not sure what my job is worth. These are my duties... What would someone like me be paid in your company?" Perhaps you can pay back their help by sharing the data you collect in your "survey." They may be as much in the dark as you are and in need of the information. (I wouldn't be surprised if you find some people making twice your salary.)

Second, take a good, hard look at the company books. Collect any data that supports your claim that the owner can and should substantially increase your salary. Detail your responsibilities and how they've grown. Then write your facts down in memo form. (There's something about having it in black and white that makes the reader take it seriously.)

Then walk the memo (don't send it) to your boss when you're certain he or she has some time to talk. Level with your boss. Tell him or her you like your job and want to stay and help the company grow. Explain that you don't want to start looking for another job, but feel your income has not kept pace with your responsibility and authority.

Finally, here's a bit of strategy. Take a week of vacation and let your boss try to manage without you. Then schedule your meeting when you return. He or she may be so glad you're back - and amazed at how much you do - that you'll finally get what you deserve.