You Deserve A Raise Today Getting what you want in Salary and Raise Negotiations

You Deserve A Raise Today Getting what you want in Salary and Raise Negotiations Presenter: Mazarine Treyz, Author, Get the Job! Your Fundraising Career Empowerment Guide Tweet this presentation: #frcareer Mention @wildwomanfund 1

About the presenter Mazarine Treyz is the author of Get the Job, Your Fundraising Career Empowerment Guide, given a 5 star review by Nonprofit.About.com In a former full-time nonprofit job, ran several career fairs with thousands of attendees Ran a nonprofit job club in Austin Texas, with guest speakers such as Chief Development Officers and Executive Directors. Now runs the online Fundraising Career Conference. Tweet this presentation: #frcareer Mention @wildwomanfund Copyright 2013 Wild Social Media LLC

Show of hands: Have you ever negotiated your salary? 1. No, I have never negotiated my salary but I want to 2. Yes, and it did NOT go well so I haven't done it again 3. Yes, and I got an increase from their original offer 4. Yes, and I ve negotiated at annual reviews as well.

You are so smart for coming here today According to the 2009 book Microtrends by Marc Penn, we are the fastest growing sector in the US. Faster than public and private.

You are Smart for Coming Here Today

You are Smart for Coming Here Today According to a 2012 report by the Center for Civil Society Studies at Johns Hopkins University, nonprofit employment represents 10.1 percent of total employment in the United States in 2010, with total employees numbering 10.7 million. 1 in 10 people in the US work at a nonprofit, with most people working in schools and healthcare. Nonprofit employment by sector is approximately 57% for health services, 15% for education, 13% for social assistance, 7% for civic associations, 4% for other, 3% for arts and culture, and 2% for professional services.

According to Microtrends, female executives in the nonprofit sector make 50% less than men do. Let s work on that.

This is known as THE SPEEDUP

Thanks to the Super Jobs article by Mother Jones 2011

Thanks quote to the this Forbes interview quoted in What Happens When You Don t Pay a Living Wage on WildWomanFundraising.com

Today we'll learn 1. How much we make versus those in the private sector and government. 2. What you lose when you don't negotiate 3. What can you negotiate? 4. Salary Negotiation phrases and techniques Copyright 2013 Wild Social Media LLC Tweet this presentation: #frcareer

Today we'll learn 5. Key phrases to forestall the dreaded what are your salary requirements question 6. How to decide whether you should stick with a job or make a lateral move 7. Strategies to help you get a raise in the next 3 months 8. Questions to ask to help you get a raise Copyright 2013 Wild Social Media LLC Tweet this presentation: #frcareer

Just Remember!

What is money? Money is a physical expression of victim consciousness. It represents human fear. Our relationship to money is therefore our relationship to fear. -Richard Rudd

Negotiate for a higher nonprofit salary The most common way people give up their power is by thinking they don't have any. -Alice Walker

How much we make versus the private sector Chart from US Gov 2007 survey

How much we make versus the private sector You need to negotiate. Chart from Blue Avocado, 2010 survey

This is really sad.

GUESS WHAT? 84% of employers always expect job applicants to negotiate salary.

When to ask After the offer has been made for a new position Negotiate regular performance evaluations make it part of your supervisor relationship At your yearly, quarterly or half year review Benchmark impact/ Keep track of accomplishments

Negotiating Checklist Do you know? 1. How many parties are involved? 2. One issue or many? (Just salary, or other perks?) 3. What's the nature of your relationship? 4. How formal or binding is the proposed agreement?

Negotiating Checklist 5. How will this negotiation affect other people? 6. How does timing affect the agreement, and what are the costs or benefits of a delay? 7. How much do you know about the other side's position? 8. Who are the decision makers on the other side? 9. Will the agreement set a precedent?

What do you have to play with? Reservation Value = Your Bottom Line or Cut Off Point, The minimum amount you'd be willing to accept -maybe $60,000.

What do you have to play with? Reservation Value = Your Bottom Line or Cut Off Point, The minimum amount you'd be willing to accept -maybe $60,000. Contract Zone: Difference between each negotiator's reservation value or bottom line Maybe they're prepared to offer no higher than $70,000 and you won't accept less than $60,000 = $10,000 to play with in the Contract zone

What do you have to play with? Reservation Value = Your Bottom Line or Cut Off Point, The minimum amount you'd be willing to accept -maybe $60,000. Contract Zone: Difference between each negotiator's reservation value or bottom line Maybe they're prepared to offer no higher than $70,000 and you won't accept less than $60,000 = $10,000 to play with in the Contract zone Target Value You'd really LOVE to achieve this, better than your Best Alternative to a Negotiated Agreement (BATNA), Ambitious but not unrealistic. $80,000

What are they likely to offer? Research the last 3 years of 990s for the nonprofit on Guidestar.org or Canada Revenue. Look at average salaries in your region. Have a bottom line.

How can you find out what your work is valued at? Try these websites: Salary.com Salaryexpert.com Payscale.com Monster.com RileyGuide.com Vault.com Dol.gov In Canada Charity Village 2017 salary survey ImagineCanada

Phrases for your salary negotiations They Say: What are your salary requirements? You Say: What's the range that we're talking about here? Get me some more information about the growth potential of the job and get back to me and we'll go from there. I'd prefer not to reveal that. Thanks to Ramit Sethi s video series

Phrases for your salary negotiations They Say: What are your salary requirements? You Say: Why don't you tell me a little more about salary possibilities for this job? It's hard for me to name an exact number without knowing more about the total compensation package and growth possibilities. Thanks to Ramit Sethi s video series

Power Phrases for Negotiation Employer: If you were to receive a job offer from us, would you accept it? You: While I am very interested in the job and the company, it depends on the offer. I d be glad to respond to a specific offer. Thanks to Meghan Godorov s Negotiation training

Power Phrases for Negotiation Employer: What would it take for you to accept this job? You: If your offer is fair, then I m sure we can reach an agreement. I ll consider any reasonable offer. My research tells me that someone with my skills, education, qualifications doing this job earns between and. What is your offer? Thanks to Meghan Godorov s Negotiation training

Negotiating at Annual Review Time Thank you for taking time to talk with me today. I really enjoy being part of our team and appreciate your coaching in helping me become a strong contributor. I m especially proud of the role I ve played in helping exceed the fundraising goals for the archives project, which is a high priority for the college. I d like to talk with you today about my increasing role and responsibilities within the team and how that is reflected in my salary. According to my research, the market rate for a Major Gifts Officer with my education and demonstrated skill set in the Philadelphia region is $65,250 - $72,550 per year. I d like to be considered for a raise that will bring me into this range. (Note: You are currently a member of the Major Gifts team and make $52,450) Thanks to Meghan Godorov s Negotiation training

Negotiating at Annual Review Fill-In Thank you for taking time to talk with me today. I really enjoy being part of our team and appreciate your coaching in helping me become a strong contributor. I m especially proud of the role I ve played in helping exceed the fundraising goals for which is a high priority for. I d like to talk with you today about my increasing role and responsibilities within the team and how that is reflected in my salary. According to my research, the market rate for a with my education and demonstrated skill set in the region is $ - $ per year. I d like to be considered for a raise that will bring me into this range. (Note: You are currently and make $ ) Thanks to Meghan Godorov s Negotiation training

What if you don't get what you want? BATNA = Best Alternative to a Negotiated Agreement. If you don't get what you want, what will you do? What's the best choice you can make for yourself if you can't persuade them to give you more? What's your fallback position? Status Quo- Stay with current employer or keep looking for a job Find a different job or start my own business

Negotiate for a higher nonprofit salary They Say: That is just much more than we really can pay at this time. You Use the ARMS technique AGREE I totally get that Thanks to Ramit Sethi s salary training

Negotiate for a higher nonprofit salary They Say: That is just much more than we really can pay at this time. You Use the ARMS technique AGREE I totally get that REFRAME At the end of the day, what we're really talking about is an investment. Thanks to Ramit Sethi s salary training

Negotiate for a higher nonprofit salary They Say: That is just much more than we really can pay at this time. You Use the ARMS technique AGREE I totally get that REFRAME At the end of the day, what we're really talking about is an investment. MAKE THE CASE When you look at the experience I bring to the table, I'm easily worth the $15K difference. Thanks to Ramit Sethi s salary training

Negotiate for a higher nonprofit salary They Say: That is just much more than we really can pay at this time. You Use the ARMS technique AGREE I totally get that REFRAME At the end of the day, what we're really talking about is an investment. MAKE THE CASE When you look at the experience I bring to the table, I'm easily worth the $15K difference. SHUT UP Silence... Thanks to Ramit Sethi s salary training

What if they say no? Then...ARMS! It s not in our budget. I understand, of course times are tough. And I agree that for an average candidate, the budget would definitely be a good place to start. But I fully intend to make an above-average contribution, and I think I ve demonstrated a track record for doing so. I d simply ask that the compensation reflect that. [Silence] Thanks to Meghan Godorov s Negotiation training

What if they say no? Then...ARMS! We have a standard process for determining who makes what, and this is the number we came up with. Of course. A standard process definitely makes sense as a starting point. Yet, I think I ve demonstrated that what I bring to the table goes above and beyond the standard candidate for example, we discussed X, Y and Z. So, I d like to discuss a range of compensation that reflects that difference. [Silence] Thanks to Meghan Godorov s Negotiation training

FACT: They need you as much as you need them-it s MATH!

FACT: The cost of one person leaving is $50,000 Here's the proof Thanks to Penelope Burk s Cygnet Research Group s Donor Centered Leadership Research

FACT: The cost of yearly attrition Here's the proof $600,000 Thanks to Penelope Burk s Cygnet Research Group s Donor Centered Leadership Research

Sources of Bargaining Power Demonstrated performance (fundraising rocks for this) Education Previous employment experience

Sources of Bargaining Power Special skills or training Depth of knowledge or expertise Unique talents Reputation in your field (this can backfire though)

Sources of Bargaining Power Social or interpersonal skills Leadership or team-building abilities Knowledge of the organization's culture, processes, history (and yet, this can also backfire) Good alternatives (other job offers) Limited alternatives (Weakness on their side)

Show of hands: What action will you take from today's session? 1. I will practice salary negotiations with a friend 2. I will come up with a list of things I want to negotiate 3. Something else

What if it's too late, your salary is low and they expect you to work 8 to 7? http://wildwomanfundraising.com/super-job

Book Resources Ask for It -Linda Babcock and Sara Laschever Start with No -Jim Camp Women Don't Ask -Linda Babcock and Sara Laschever How to earn what you're worth -Sunny Bates

Q&A Mazarine Treyz loves to help people move on up in their fundraising careers. That s why she wrote her book and created the online Fundraising Career Conference. Contact her: 503-673-3863 info@wildwomanfundraising.com Join 50,000 monthly readers at http://wildwomanfundraising.com 50