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Get Paid What You’re Worth
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There are ways to tell people about your achievements without sounding like a braggart. First, start wracking your brains for projects you’ve worked on, ideas you’ve brought to fruition, problems you’ve solved. List them.

I don’t mean just list them singularly, like: Developed a program. I mean: Developed a program that batched client files and enabled the user to retrieve singular data, which helped target specific clients in order to promote customized product lines. This resulted in a 20% increase in sales of key product lines. You have now listed your project, told why it was done and gave the results. Do this for as many things as you can think of and start making a “me file” for yourself on current projects or achievements. That means listing them in the above manner, saving client commendation letters or boss recognition e-mails, etc. If you work a lot of overtime, start documenting it on your calendar.

By quantifying and qualifying your achievements, you’ll have ammunition for that next performance evaluation. You can demonstrate what you mean to the company in numbers and performance specifics. You may be able to negotiate a bonus based on these achievement-related results.

You may want to obtain additional salary information of people in your field and in your geographic region who work for similar size companies as your current employer's. This research can be effectively done on the Internet. Some salary web sites are: www.salary.com, www.salaryexpert.com, and www.chiefmonster.com (they have a section on salary information). This will enable you to provide comparative information during your review session as well.

Now, you’re ready for the review. You have your lists and documentation, because you’ve been tracking everything all year long. What’s next? How do you present the material?

According to business guru Harvey Mackay in Beware the Naked Man Who Offers You His Shirt, Lessons 5 and 6: Let your boss talk first and go over his/her agenda. Then, ask if you can present your case in your own words.

Here’s an example: “I have additional information, which you may find useful when making decisions concerning my future.”

Once you’ve made your case, ask for a specific number. You did your homework on others in your field, ask for it. Use standard overtime figures, if that’s another issue for your case.

Don’t take maybe for an answer. If your boss is putting you off, get a specific date and time as to when you can expect an answer — and follow up on it.

In Review:

Do your homework on your company.
Find out about your company’s competition.
Keep track of your achievements and overtime hours.
When documenting, be specific. List results.
The performance review is set, let your boss talk first.
Present your case diplomatically.
Don’t take maybe for an answer.
When given a time/date for the raise or “consideration” to kick in, follow up.

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