CAREERS NOW 07-16-08

Asking For a Raise Right Now

DEAR JOYCE: I read your column about recession not being a negotiation killer when interviewing for employment. But how about getting a raise when you're already employed? After working my tail off this past 12 months in a small business, I deserve and had expected a raise. Should I say something or just wait to see what happens? - H.C.J.

With stories of cutbacks on hours and perks, if not devastating layoffs, garnering headlines daily, you ask an interesting question. Getting a raise is indeed an issue of today's timing.

Lynn Sarikas, director of the MBA career center at Northeastern University's College of Business Administration, has some thoughts on your quandary:

"Economic conditions raise the bar in determining whether to ask for a raise. If your job has not changed significantly, you have not taken on more responsibility and you are not adding measurably more value to the organization - this is not the time to ask," Sarikas says. But she notes the flip side of the coin:

"However, if you have taken on significantly more responsibility due to staff reductions, changing business needs or new technology, it is appropriate to ask for an increase even in tough times."

Looking at the picture only from the perspective of your need may not work, she counsels: "Look at the big picture, not just your belief that you deserve a raise. Understand the conditions at the organization and your role in the business. An increase is not a cost of living adjustment but a recognition of value added. Be sure you are adding value before asking."

Sarikas' advice is practical even if it's not what any of us want to hear. As she explains, "A recession is a time to ride the tide, investing the months in building skills to be well positioned for increased responsibility and compensation when the economy recovers."

DEAR JOYCE: I am a 48-year-old financial professional forced to search for a new job. I'm wondering about using e-mail to send a thank-you for the job interview? - A.A.K.

Before considering the issue of e-mail vs. postal mail, remember these two points:

-- Never leave the interview without asking about the timetable for making a hiring decision. Ask for the interviewer's card, which should contain both e-mail and postal mail addresses.

-- Forget old-school ideas about the thank-you letter merely as an etiquette act showing that you're a classy person of breeding. Today the thank-you letter is a marketing tool confirming your suitability for the position. Restate your match of qualifications for the job's requirements in an interesting fashion.

When your earlier contact work has been by e-mail, or if the hiring decision is imminent, send an e-mail thank-you letter within 24 hours. Speed subliminally suggests that you're efficient and not a time waster. Mail a hard copy of your thank-you letter quickly after that. Add an identification line immediately following the inside address: "Hard copy of e-mail sent DATE."

No matter what, send a timely thank-you letter in e-mail and postal mail after your interview. But when you learn that the hiring decision is a month or so away, send another thank-you follow-up but skip the e-mail. This time, postal mail a letter with different content but that again includes a statement of your interest in the job and your strong qualifications for it, as well as your appreciation of the interviewer's time and consideration. You can mention a topic discussed in the interview or new information related to it. Use common sense and don't make it an arm-twisting, last chance sales flyer.

Timing is the reason for your later letter and is especially important when you think you were the first or second candidate to be interviewed from a pool of six or more. You're combating the out-of-sight, out-of-mind disadvantage.

If you think this elaborate follow-up technique is overkill, maybe you should think again. Dual sending of your initial letter not only neutralizes any unforeseen but lingering negative perceptions of e-mail as too casual for a proper thank-you letter, but it's a safeguard against your electronic communications croaking in a spam filter. Additionally, the hard copy of the second letter is yet another reminder that you're in the running. In a crowded field, take all the visibility you can get.

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