How to ask for a pay rise

Sarah Ivens, author of A Modern Girl's Guide to Networking, published by Piatkus explains how to ask for a pay rise delicately

Expensive tastes
Networking doesn't come cheap. When you are pursuing someone for a job, a promotion or a contract, you have to be prepared to spend the cash. People like to be wined and dined. Or a gift received at a desk on a dull day will always make you a special person in someone's mind. If you're working on behalf of your company, you should be able to claim for such expenses. Ask what the policy is when you start (not in the interview - it will make you look a bit flash and money-hungry). Keep all receipts in a folder and try to make a date to fill out a form once a month. They do add up and they do get lost. Take them home and file them while you're watching television one night. If you can't claim things through work, because your expenses are purely self-promoting and personal, think of filing them, too - to the taxman. If they really are necessary in your career you may get a rebate so investigate. Don't wine and dine so much that you are forced to eat gruel every other night of the week. Spend within your limits.

Asking for a pay rise
How can you delicately ask for a pay rise? It's difficult - believe you me, I'd rather ask for my boss's bra size than for a few measly thousands. But the sad truth is that if you don't ask, you don't get! Average yearly pay rises only amount to about 3 per cent of your basic salary, so if you want to buy a house or build up your Jimmy Choo collection, you're going to have to bite the bullet and take a long walk to your manager's door.

Here are ten tips to help you get out those five difficult words: 'I deserve a pay rise':

1. Find out how much you are worth. Ask around. Get an idea from jobs advertised, from your colleagues and your contemporaries in other companies. Are you underpaid for your role? This will help you decide and by how much!
2. Be confident, don't stress out. I know, as a manager of over 40 people, that it is cheaper to keep the brave little blighter who asked for a small increase than to recruit and train a new person. All sensible employers know this. Only be worried if you've been slacking off lately - your 'pay rise or I resign' speech could backfire and give your boss an easy exit.
3. Increase your value in the months leading up to your demand by working harder and better. Network across departments, socialise with your boss, and volunteer to help on extra things - even if it means giving up a few weekends or evenings.
4. Keep learning and pushing yourself. You'll never feel bad about asking for a pay increase if you're taking time out to study and get extra qualifications.
5. When asking for more cash, don't be aggressive. Be assertive instead. Don't threaten or moan. I always say you should prove you deserve more because of your merits, not because of other people's failings.
6. While you're being assertive, set some limits. How long has your boss got to think about it, what are your other options, how much do you want? Always ask for a certain amount - not just a general rise, and ask for a response within two weeks.
7. Second guess your boss. What objections is he or she going to raise? Anticipate the problems and come straight back at them with a legitimate answer. Be careful about being too pushy though. Some things to do with finances and budget will be out of your direct superior's hands and you must respect that.
8. Argue for a rise on the basis of your performance - don't say your boyfriend earns more than you and it's making you feel inadequate. And don't say your mortgage is too huge or your credit card bill needs paying off. Irrelevant! All that matters is what you do at work and what you should be making for your labour.
9. Always make notes about the things you have achieved and added to the company, list all your accomplishments and all the times you've worked outside and beyond your current job description. Bring all the documents to the meeting for back-up.
10. If you're not getting anywhere with a straightforward pay rise, negotiate for better hours, benefits and perks. Training and a travel card keeps my staff happy during tough financial times when I can't offer them the pay rises I'd like to.

Heidi, 38
'As a manager, every year I am given a certain sum that I can distribute to my team as pay rises. It's an awful challenge more often than not I wish I could give them all something impressive. But I have to judge who deserves it most on three things: attitude, skills and pushing themselves to be irreplaceable. Some people are good, some people are very good - while others go out of their way to help their colleagues, think of new ideas, offer solutions and put in extra hours in times of emergency. They get the money!'