In the last lesson you learned two key skills in negotiating and I hope you are feeling enlightened and confident that your career trajectory is starting to change.
You are learning skills that are putting you in the drivers seat and in this lesson we are going to give you the steering wheel.
You will be surprised how many employers will let you drive your own review when you come in prepared and focused. They are slammed with all the day to day and managing a ton of other employees when one comes in focused on what they want, how they are going to earn it, good employers are more than willing to let you drive.
Employers and managers have a lot on their plate. By coming into your reviews with an agenda instead of just making small talk and letting them ask you about you performance, you can and should come in, ready to report what you’ve done, but more importantly, what you plan to do, how you plan to do it, how they can help you, and what you’d like in return for your efforts.
This level of maturity will set you apart from the vast majority of your peers – even many gray-haired senior employee’s don’t take this level of proactive control.
PRO TIP: This is the key secret to managing your own boss – especially a micro-manager.
When you take control of your career, your reviews, and your rewards, you are saying goodbye to the days of a boss. Oh, you’ll still be working for somebody, but the boss/employee dynamic will shift and change the way the manage you. They won’t be managing you, so much as they will be helping you.
I was lucky enough to figure this out in high school as a football player. There are very few things as regimented as the game of football, especially at the high school level when the team is full of 16-18 year old teenage boys.
My senior year I had a lot of goals and wanted to be the best football player on the field so I went to work on game film, drills, weights, conditioning etc. I was 100% plugged into the game and would do anything to be my best and help the team win. I will never forget my first game of my senior year my linebacker coach had us on the sidelines and was giving us a pre-game talk he looked at my teammate and gave some advice on what he wanted to see, what they should remember to do, tips on the other team’s tendencies. He then looked at me and with a smile said, “Adcock, just go do what you do.”
I was blown away that the coach had enough trust in me a 17 year old kid that I was prepared to handle the game. I led the team in tackles, had two interceptions one was a pick six and the other I got down to the 5 yard line. By the next game the coaches were giving me free rein of the field, I could call stunts and change up the defense when I saw ways to exploit the other team.
Don’t fall victim to the mentality that to be your own boss you have to work for yourself. Love them or hate them, think of Tom Brady or Lebron James. They work for somebody, but do you really think they have a boss?
Fast forward to my first job and I was working in an entry level job in the tech industry. The job was in support which is highly structured and everyone in there seemed to just go with the flow, get their job done, and collect there 4-6% raise every year.
I saw a lot of opportunity to do things better and I started laying that out to my employer. Long story short I was able to save the company a lot of money by taking a different approach to support, I was able to negotiate a raise and the company agreed to pay for my MBA.
Think about that: I was less than a year out of school and I was already negotiating well above the average raise and the company saw enough potential in me that why would pay out a lot of money to further my education and increase my value.
The funny thing is: I took the GMAT and got accepted to a great MBA school and then negotiated a huge promotion with another company that more than doubled my salary and moved me down to Orange County where I bought my first home with an ocean view. I never did go back to school to get my MBA because I have never needed what that offers, more on that later.
So how do you drive your reviews?
- You need to come in with clarity on what you want.
- You need to come in with confidence and that comes from knowing what you must have and knowing you are worth it.
- You then need to map out what you are going to deliver above and beyond what is required for the job
- You must build trust and prove you can deliver.
We will cover those last two parts in the next two lessons on, “Go the first mile, first” and “Building trust.”
Over 95% of people work for the wrong compensations. This lesson will help you identify the returns you really want from your job so you can negotiate for the returns that matter.
When negotiating, you need to know what things are nice to haves but you’d possibly work without and what you must have or you’ll walk away from the job. You'll identify those in this lesson.
Remove risk (without going behind your boss' back) from your negotiations with offers elsewhere that will give you your must-haves. If your employers can't deliver, you're still set up to get those returns.
One of the most common rookie negotiating mistakes: asking for too much. When you know what you really want and focus on just one or two things, you'll exponentially increase your odds succeeding.
The first and most crucial part of negotiating is learning how to pre-negotiate. It lays the foundation for you to receive the biggest returns from work which is what you'll learn in this lesson.
Successful negotiations happen when you prove you can take the initiative. Do this in your work every day and in your reviews. Employers will reward you and even help you. Stand out. Drive your reviews.
You were hired to do a specific job. Before trying to go the extra mile - do what you were hired to do. This lesson will help you deliver on your KPI's and how to go the extra mile when the time is right.
Before your employer can give you what you want/deserve, you need to deliver on the KPI's you were hired to do. Give before you get. Learn to avoid mistakes to ensure you’re properly recognized..
Like chess, each of these lessons is like a chess piece that provides you the ability to put a strategy together. Now that you have learned how the pieces move, you're ready to put a strategy in place.