Salary Closing The Deal

1. LOCKE ALDERSON Recruiter Resource & Career Consultant 41 years in Recruiting & 11 years in Career Consulting Alderson & Associates formerly with Oracle, Siebel, Raytheon Systems, E-Systems LockeAlderson@gmail.com Crossroads Career Transition Workshop Oct. 13, 2012 ctw@crossroadsbible.org
2. Negotiating the Offer & Closing the Deal • What do you do when asked for your salary? • Ask about the salary - “What’s the range for this position?” “What have you budgeted for the position?” “My salary range is from $$ to $$$ per year or my salary in my position was $$$. Is this in the ballpark?” • What are you worth? – Matthew 10:29-31 • Should you accept a salary less than you were making? • Know you target market!
3. Salary Negotiation • Know your salary range! • Variables – level of position? changing career fields? relocating? the firm’s economics, your circumstances • When is the best time to talk salary? • Avoid discussing salary as long as possible. • The Game may begin before the Game begins. • Total compensation package – base, bonus, benefits and the intangibles.
4. Knowledge is power! • What can give you an edge? Getting salary information • What kind of market is it for someone with your skills? • Where do you get salary data? • Salary Wizard (www.salary.com) (also on Monster – http://careeradvice.monster.com/salary-benefits/home • Salary range by job title, level & geography • Salary Expert (www.salaryexpert.com) • Indeed.com (www.indeed.com/salary) • GlassCeiling.com (www.glassdoor.com) • HomeFair (www.homefair.com) offers other tools on cost of living & housing (CoL & housing data also on Monster)
5. SalaryWizzard
6. Salary Wizard example
7. SalaryWizard results
8. Indeed.Com example
9. Glassdoor.com example
10. Negotiations • Full scope of responsibilities • Firm offer? Approvals? • Always bargain in good faith • Assess the monetary value of the benefits • Request the offer in writing • Always take time to think it over – what’s reasonable • Counter offers

Notas del editor

When you lose your job, you may experience a wide range of emotions. Your reaction may include sadness, anger, fear, numbness & shame. Experiencing this roller coaster is normal. Accept the fact that there will be both good & bad days. There may be times when you feel that you are making no progress. Resist the temptation to blame yourself or others. Job loss, like any loss means letting go of something valuable. Job loss is a major life event not unlike death of a loved one , divorce or serious injury. Its painful, shocking & depressing. Don’t be surprised if you go thru 5 stages of grief . Denial/shock (this isn’t happening to me!) Anger (why is this happening to me?) Depression (I don’t care anymore) Bargaining (I promise I’ll be a better person if …) Acceptance (I’m ready for whatever comes) Proverbs 16:9 in his heart a man plans his way, but the Lord determines his steps. Make a plan and Act NOW In order to find a job, people need to know you are looking. That means telling family, friends, neighbors, acquaintances - just about everyone you meet!
Myths: Employers only hire in good times Job hopping doesn’t occur in today’s economic times Replacement hiring doesn’t happen on economic time like those of today Today’s job market is tough & its easy to get frustrated & disappointed Don’t think that no response to your resume or call means you’ve done something wrong – it means the person you tried to contact did not get back to you and probably as overwhelmed as you . REMEMBER - there’s not much you can do about the past, but you have control over the future. Can’t change your – Sex, Age or Minority status, you experience. Factors you may control – Employment status, marital status, condition of your health (1 st impression), your education You as a job seeker offer a solution to a problem, more efficiencies for a department or vision of new opportunities. Where’s the beef? How can your experience translate into success for the company
Employers are picky for good reasons. Bad hires cost money, can cause lost productivity, harm morale, and sometimes result in lawsuits. Replacing someone can cost 2 to 3 times a their salary. And with budgets tight, there’s little money for training. Employers want plug & play people. A classic WIIFM case where you either make money or save money for the company. Any manager has a budget and they want a way to either increase sales or reduce costs. You being able to do one of these will be music to their ears. If you can demonstrate and project how much you will put on his or her bottom line, they will be very tempted to hire you. So your job will be to present your exact plan for doing this and how they can.
Losing your job only happens to the other guy. I’m too good, too valuable to be laid off. A lot of people have been laid off or fired at least once in their career. The American dream is having a good job, working hard, earning a good living and advancing up the career ladder. So if you are out of a job or in transition you need to accept the fact that you are unemployed and avoid sitting around the house feeling sorry for yourself. Jeremiah 29:11 For I know the plans I have for you, declares the LORD, plans to prosper you and not to harm you, plans to give you hope and a future. Isaiah 40:29-31 He gives strength to the weary and increases the power of the weak. Even youths grow tired and weary, and young men stumble and fall; but those who hope in the LORD will renew their strength. They will soar on wings like eagles; they will run and not grow weary, they will walk and not be faint. Psalm 55:22 Cast your cares on the LORD and he will sustain you; He will never let the righteous be shaken.
Philippians 4:6-7 Do not be anxious about anything, but in everything, by prayer & petition , with thanksgiving, present your requests to God. And the peace of God, which transcends all understanding, will guard your hearts and your minds in Christ Jesus. ACCOMPLISHMENTS - Situation, Task, Action taken, Results WHERE to START - Performance reviews. Recommendations on Linked-In; In the last 6 moths what activity are you proud of? Why? If you were to write an article for the Readers’ Digest entitled “The Greatest Accomplishment in My Career”, What would you write about? “ Start with an active verb – 1to 2 lines Uses dollars $s and percentages %s where possible, to convey impact. Use before & after comparisons - with competitors, the industry, your predecessor What were the results in terms of making or saving money for the company? How did the result save time, make work easier, or solve a problem? How did the activity make the company more competitive or increase business? How did the activity build relationships with internal or external customers? How did the accomplishment expand the business, attract new customers or retain existing customers? Ask yourself about the achievement:: SO WHAT? WHAT’S the SIGNIFICANCE? WHAT’s the REST of the STORY? WHAT RESULTED FROM the ACTIVITY?
Eye catching words vs. Fluff – Avoid self-ascribed attributes – hard working, problem solver, motivated, outstanding, effective, seasoned, exceptional, energetic, team player, driven, dedicated – they mean nothing. Instead, give specific examples of your attributes & SUBSTANTIATE them. Applied, Analyzed, Evaluated, Created, Reduced, Won, Improved, Increased, Developed, Researched, Under Budget – key verbs from the job posting. Thinking outside the box Passion RULES - Focus on opportunity Small business has major advantage What build America? – pioneers
What is networking? An exchange of information or services among individuals, groups or institutions.. Using personal contacts to meet people. Networking is the key to piercing the hidden job market is networking 70-80% of jobs are filled by networking - who do you know & who do they know In today’s environment, hiring managers simply don’t want to take a chance. With a stranger, it’s a crap shoot. Vs. taking a known commodity. They want a sure thing, so they tend to hire people they know or who are known and trust. Ecclesiastes 4:12 - One person can easily be overpowered, while two people can stand up for themselves. And a rope made out of three cords isn't easily broken.
What is networking? An exchange of information or services among individuals, groups or institutions.. Using personal contacts to meet people. Networking is the key to piercing the hidden job market is networking 70-80% of jobs are filled by networking - who do you know & who do they know In today’s environment, hiring managers simply don’t want to take a chance. With a stranger, it’s a crap shoot. Vs. taking a known commodity. They want a sure thing, so they tend to hire people they know or who are known and trust. Ecclesiastes 4:12 - One person can easily be overpowered, while two people can stand up for themselves. And a rope made out of three cords isn't easily broken.

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