5 tips on asking for a raise in tough times

DEAR CARRIE: My husband's employer has not given out raises in several years. With the economic downturn, things at the company became pretty tight, even leading to a four-day workweek for two years. Now the company is doing better. It has hired new employees and has suspended the four-day workweek. But so far it has no plans for raises.

In the five years since my husband last got a salary increase, the cost of living has gone up, and we have had two children. He is an exemplary worker. He never calls in sick and is the only employee who can perform almost any task the company gives him.

The company has offered him overtime on the weekends but no raise. He has kept his eyes and ears open for other opportunities but works in an industry that doesn't have many openings. In a time when the economy is still precarious, how should he approach the company about getting a much-needed and much-deserved pay raise? -- Raising the Issue

DEAR RAISING: Your husband's situation has a familiar ring to it because wages in general have been stagnating for some time. Still he has nothing to lose by asking for a raise. And for suggestions I turned to career expert Linda McLaughlin, a senior consultant at Right Management in Melville.

"The key to effectively negotiating a raise is not to focus on what you want from them, but to help the company understand how much they want and need you as an employee," McLaughlin said. "This can only be done with careful preparation and a very calm approach."

Here are what she calls "critical steps" toward getting a raise:

1. Be prepared. Track all your accomplishments so you can share with your manager the impact you've had on the business over the past year. Focus on your key contributions in maintaining or growing the company's bottom line or efficiency. For example: "I've facilitated uninterrupted production through my reliable attendance and on-time performance, as noted by comments from my supervisor and my perfect attendance record," McLaughlin said.

2. Know your options and market value. Is your current salary above, below or in line with that of others performing similar functions at other companies? Salary surveys available online or at your local library can give some guidance, if not definitive pay rates. "If you're way below market value, you should certainly share that with them," she said. "If you're way above, you'll have to draw attention to why you're worth more by showing what you've done for them."

3. Be strategic. Make your pitch when your boss has time to listen. "Chances are it won't be the first thing Monday morning or late Friday afternoon," she said. Ask for a meeting to discuss some issues. "Start by speaking about how much you like working there and what's good about the company. Then try saying, 'I'm just wondering if we can do something about my current salary.' Then pause. Give them a chance to answer or at least think about it."

4. Be flexible. If you get turned down, remember that may not mean the end of the issue. "Recognize that the company may not be able to adjust your base pay now," McLaughlin said. "Think about other things like more paid time off, a one-time bonus in recognition of your contributions, or some developmental opportunities to advance to a new level . . . It's a good idea to also ask if you can revisit this conversation in three to six months to assess your newest achievements and value to the company."

5. Decide what to do if answer is "No." "Don't sulk or whine or threaten to quit," she said. "Your boss may just take you up on that, and then you'll be sunk. If it's time to move on, you want to do that on your own terms once you've already lined up a new job."