Robert J. Gerberg Jr.


Posts tagged with "change jobs"

Use our 7-step negotiation formula Pt. 4

Avoid premature income discussions

You need to avoid the hard lessons we see others experiencing every day. Here’s an example. One client was a general manager with Exxon, earning a sizable income, but wanting to win a new job at a 20% increase. After two meetings, the CEO said, “Bill, we’d like to have you join us, and I’d like to work out something attractive for you. What have you been used to earning at Exxon?”

At that point, having been encouraged, Bill explained his income. To make a long story short, he accepted a position. However, he later found out that the last person had been paid 40% more, and the company fully expected to match it.

Now, the moral is that you should never negotiate based on where you’ve been. Negotiation is like poker. You never want to lay your earnings on the table.

Premature discussions about money can be a real deal breaker. Besides, the more enthusiastic an employer becomes about you, the more likely he’ll be willing to pay more.

Sometimes an interviewer will begin like this: “Jim, before we get started, I’d like to know how much money you are looking for.” Here is a possible response: “Charles, I could talk more intelligently about my circumstances after I know more about the job. Will this job have line responsibilities?” Or, “Charles, I would not take your time if I did not have a fairly good idea of the range you could pay. If we can agree that my experience fits your needs, I doubt we’ll have a problem on compensation. My concern is whether your needs call for someone with my background.”

The idea is to be gracious while avoiding a direct answer. If an interviewer persists, say: “I’d rather avoid discussing compensation. Challenge is most important to me, and I would like to talk money after we both feel I’m right for the job.” If all else fails, give a range surrounding your estimate of what the job pays.

For more helpful advice and tips, be sure to check out the blogs for both ERI Personal Marketing and SET Personal Marketing.

Making sure you have the right goals Pt. 3

Many people develop careers that are specialized, but eventually make the move into general management as just mentioned. This includes executives in finance, manufacturing, operations, technology and others. One client of ours was a Director of HR who became a Vice President of HR, and then took a big jump to become Chief Administrative Officer for one of the largest consumer packaged goods firms in America. His responsibilities included overseeing all of the support functions… HR, legal, IT and IS, and so on… everything but manufacturing, marketing, finance and accounting. A former professor and university president became head of one of New York’s largest museums in the world, something for which he had a passion.

Be sure to check out my Youtube videos, my website or visit me on Facebook for more information.

Making sure you have the right goals Pt. 2

More and more professionals are finding that they can have several direct careers over the course of a lifetime. Sometimes you can’t see them and you stumble into them. Someone could be a radio sports broadcaster, then become an actor, then a politician… and subsequently governor of a major state and president of the United States (Ronald Reagan). And, of course, we all know many other examples, many famous and millions not so famous, but successful at many levels.

It may be that you should consider positioning yourself for more than one possible goal at this time, and running what we refer to as a “dual campaign.” For example, a logical step may be seeking a new job as a VP of Marketing. But you might also have accumulated knowledge and experience that would allow you to seek a position as a General Manager, or perhaps Chief Operating Officer, or even Chief Executive Officer in the right type of organization… in the right industry.

Or you may wish to run a search for a higher paying job as a sales producer, while also exploring situations to move into a sales management role.