When my client Hugo first approached me about his financial goals, he was frustrated. “Éloise,” he said, “I’m working harder than ever, but my salary just isn’t enough to keep up with my expenses. I feel stuck.” Hugo was a talented software engineer with five years of experience at a mid-sized tech company. He loved his work but felt undervalued. After a quick review of his job responsibilities and market research, I knew he had a strong case for a raise. What he needed was the confidence and strategy to ask for it.
Over the next few months, I worked with Hugo to prepare for the biggest salary negotiation of his career. By the end of the process, he secured a $20,000 raise, dramatically changing his financial trajectory. The journey wasn’t easy, but it was worth it. This is the story of how Hugo and I tackled the negotiation step by step—and the secrets you can use to achieve similar results.
Understanding the Value of Negotiation
The first thing I explained to Hugo was that salary negotiation isn’t just about money—it’s about recognizing your value and advocating for yourself. Many people, especially early in their careers, feel uncomfortable asking for more. They worry about seeming ungrateful or greedy. But as I told Hugo, “You’re not asking for a favor; you’re asking for fair compensation for the value you bring to your company.”
To help Hugo shift his mindset, I asked him to list his recent accomplishments at work. At first, he struggled. “I don’t think I’ve done anything extraordinary,” he said. But as we talked, it became clear that Hugo had taken on significant responsibilities beyond his job description, including leading a team project that saved the company $50,000 and mentoring new hires. “These are exactly the kinds of achievements that justify a raise,” I told him.
Researching the Market
Before entering any negotiation, it’s crucial to understand what you’re worth. Hugo and I started by researching salary ranges for his role in his industry and location. We used online tools like Glassdoor, Payscale, and LinkedIn Salary Insights to gather data. The results were eye-opening. The average salary for someone with Hugo’s skills and experience was $95,000—$20,000 more than he was currently earning.
I encouraged Hugo to reach out to his professional network for additional insights. He spoke with former colleagues who had similar roles and learned that several of them were earning well above his current salary. This gave Hugo a solid foundation for his case.
Building the Case for a Raise
Once we had the data, the next step was crafting Hugo’s pitch. I asked him to think of his negotiation as a presentation, where he would need to explain why he deserved a raise in a clear and compelling way.
We focused on three key elements:
- Contributions: Hugo highlighted specific achievements that had positively impacted the company, such as increasing team productivity and delivering projects ahead of schedule.
- Market Data: We used the salary research to show that Hugo’s current compensation was below industry standards.
- Future Value: Hugo outlined his goals for the next year and how he planned to contribute even more to the company’s success.
We rehearsed his pitch several times until Hugo felt confident delivering it. “It’s starting to feel less like a demand and more like a conversation,” he said after our third practice session.
Addressing the Fear of Rejection
One of Hugo’s biggest fears was being told no. “What if they say there’s no budget for a raise?” he asked. I reminded him that rejection is a possibility, but it doesn’t mean the conversation is over. “If they say no, ask what it would take to get a raise in the future,” I suggested. “Show them that you’re serious about growing with the company.”
To prepare for this scenario, we developed a list of alternative benefits Hugo could negotiate for if a salary increase wasn’t possible, such as additional vacation days, a performance bonus, or professional development opportunities.
The Big Day: Putting the Plan into Action
On the day of the negotiation, Hugo was nervous but prepared. We had reviewed every detail of his pitch, rehearsed responses to potential objections, and discussed how to maintain a professional yet assertive tone. “Remember, this is about collaboration,” I told him. “You’re working together to find a solution that benefits both you and the company.”
Hugo scheduled a meeting with his manager and presented his case. He started by expressing gratitude for the opportunities he’d been given and then transitioned into discussing his accomplishments and market research. “Based on my contributions and industry standards, I believe a salary adjustment to $95,000 would better reflect my value to the company,” he said confidently.
Handling Pushback
As expected, Hugo’s manager didn’t immediately agree to the raise. “We appreciate your work, but $20,000 is a significant increase,” she said. Hugo stayed calm and reiterated his points, emphasizing the financial impact of his projects and the competitive nature of the industry.
When the manager brought up budget constraints, Hugo pivoted to discussing his future goals and how a raise would motivate him to continue delivering high-quality work. “I’m committed to growing with this company, and I want to ensure my compensation reflects the value I bring,” he said.
The Outcome
After a week of deliberation, Hugo’s manager called him back with good news: the company had approved his request. Hugo’s salary was increased to $95,000, effective immediately. “I couldn’t have done it without your help,” he told me afterward. “This raise doesn’t just improve my finances—it boosts my confidence.”
Lessons Learned
Hugo’s experience taught me—and him—a few key lessons about negotiation:
- Preparation Is Everything: Thorough research and a clear pitch made all the difference in Hugo’s negotiation.
- Confidence Matters: Believing in your worth is crucial when advocating for yourself.
- Stay Professional: Even if the conversation doesn’t go as planned, maintaining a collaborative tone leaves the door open for future opportunities.
Creating a Ripple Effect
Hugo’s success inspired others at his company to advocate for themselves as well. A few months later, one of his colleagues approached him for advice on negotiating a raise. “It’s like you started a movement,” I joked when Hugo shared the story with me.
You Can Do It Too
Negotiating a raise can feel intimidating, but it’s one of the most effective ways to increase your earning potential and improve your financial well-being. Start by understanding your value, preparing a strong case, and approaching the conversation with confidence. Remember, the worst they can say is no—and even then, you’ve opened the door to future opportunities.
