Consider the Long Term Impact of Not Negotiating Salary

The most significant impact a person can have on their long term career earnings is to engage in negotiating salary early in their career. This will have a direct impact on the amount of earning potential they have in their future.

This might be considered whether it is your first job out of university or if it’s a mid-life job change. Further, there are financial impacts when you are in your career working for an employer that you are very happy with, of not negotiating your salary with the best timing.

During your career, you may earn pay raises and job advances within the company that you work for, but when the company offers regularly scheduled increases, as many companies do, the impact of your starting salary with that employer is significant.

This not only applies to your first salary and subsequent incremental raises but also to salary market differentials when you changes roles within a company. You may move into a job requiring significantly more responsibility or effort, but the salary you had beforehand can influence the starting salary of the new job.

Take a person starting a career as a system analyst in a high tech company somewhere in the United States, as an example. Say that person begins with a starting salary of $45,000. Most likely that person will have to dedicate at least 6 months to one full year before they are offered their first raise. Suppose it is a 10% raise which would be A LOT in most businesses. That person would gain an additional $4500 yearly based on that raise.

Suppose that same person started at $55,000 or more. That same pay hike of 10% would provide the same employee $5500 additional salary per year. With the first salary band, the employee would still be under the $50,000 mark after one full year of effort and after a 10% pay increase, while in the second situation the employee would be at over $60,000 a year after a 10% pay increment.

Now consider the compound effect of these two starting salaries on the employees earning potential. First let’s examine a 4 year horizon all things being equal (that is, suggesting no pay raises and no promotions). The person earning $45,000 will have earned $180,000 in gross salary in four years. The person earning $55,000 will have earned $220K in 4 years. That is a $40,000 differential just based on where the person starts in terms of salary.

Introduce a ten percent raise after year 1 and consider the impact as the person moves through their career. The person with a most salary in the beginning will always be ahead of the person with the lower starting salary, all things being equal (i.e. identical job, identical job performance). The person with the higher salary will be getting ahead faster than the person starting with the lower salary. This impact multiplies with each coming year assuming the same annual percentage pay raise for each.

When requesting a pay raise, if a person earning $50,000 earns a 5% raise without negotiating anything more, that’s not bad. But consider the impact if the person negotiates a 15% raise because they have outperformed in the job and they have all the supporting research and a track record to warrant it. That employee will have negotiated salary – $7,500 in a raise versus just accepting $2500. Multiply that by 10 years, and there is a $50,000 impact on the person’s earning potential.

Many experts suggest that it is better to try negotiating a raise or an improvement to the compensation package than to simply receive the package that is offered. The first offer is often the lowest offer and can be improved with salary negotiation. This negotiation must be done with care and must be well based with a supporting case for the difference.

It must also consider factors such as market, company guidelines, and professional performance. However when done well, it can really pay off. Remember to consider the value of all factors of compensation when asking for an increase. Some people truly value time and quality of life, while others are willing to venture out and accept stock options in lieu of extra salary.

However, when it comes to negotiating, don’t be afraid to consider asking for more.