TECHNICAL SKILLS:  The first category includes your improvement in technical skills. On-the-job training (OJT) helps, but the enterprising employee also seeks outside education, such as college, seminars and conference workshops. And if you are really innovative, you are probably volunteering for new projects and complex problems within your organization - even to the point that you sacrifice some leisure time to be able to complete your regular work while gaining the experience of this extra project.

  Your knowledge and value increases dramatically when involved in these opportunities, and it places you in a more advantageous position during salary reviews and when better positions come along.

  Employees utilizing this method will obtain higher salaries as they promote to the higher or more sophisticated classifications, such as Typist 1 to Typist 2, Engineer I to Engineer II, Buyer to Purchasing Analyst II, etc. Many of these staff members have no interest in belonging to management or for being responsible for other employees, but only want to keep graduating to the next level of expertise. Continued increases in compensation and more complex satisfying projects normally provide all of the job satisfaction needed to retain these individuals as outstanding employees.

  MANAGEMENT:  The second category is the promotion into leadership positions. The more responsibility you have, the more compensation you receive. But remember, if your career is in management, you will eventually encounter the situation where some of those you supervise will actually make more money annually than you do. Maybe because of longevity or because of skills and education. Most successful managers judge their own careers on how they personally are doing, and not on how much someone else is making.

  In this second method, the employee must be prepared to demonstrate recognizable leadership traits throughout their career. The prime area, of course, is on the job. Do you display an ability to help co-workers and staff members so that later they gravitate to you for advice? It's a full time job, so complainers or negative individuals need not apply (see Technical Skills).

  Too often employees rank their ability to receive the next promotion on their ability to do the job better than everyone else. This does not prove the presence of leadership skills.

  One way to showcase management ability is to look to your local nonprofit organization groups, such as church, sports, professional organization, political and charitable drives. Volunteer. Get involved, and take on assignments of responsibility that will demonstrate your leadership techniques. The other volunteers cannot be bossed or threatened with stagnate or lower pay, so your success will be directly proportionate to your ability to lead.

  Another indicator of a leader is the interest in volunteering for complex or new projects, then assuming roles of responsibility that highlight your management ability. TQM teams lead this list. Constantly accepting more and more people-orientated assignments will also result in attention from the top.

  Be careful of the "Peter Principle", as you can be promoted to a level of incompetence. It's an honor to be offered a promotion, but you also need to know when you have reached your limit.

  CONCLUSION:  No matter which path you take to get that raise, you might keep in mind that no one knows better than you what you are doing.

  You need to develop a subtle method of making sure that those you are trying to impress know what you are doing and accomplishing. Your annual merit increase review is only one method. Also think about projects that publicize the team leader's names, such as United Way and the Chamber of Commerce. Or try the company newsletter, bonus programs, and involvement in your professional organization. Celebrate successes, especially with your teams, and invite your supervisor to participate. Once you really think about it, you will find a myriad of ideas for communicating your achievements without appearing obvious.

  And lastly, if you are passed over, there should be no sour grapes (complaining) because there will be a next time, and negative individuals never seem to make it to the top of the list.

©1998, Donald L. Woods, CEO
International Consulting & Contracting
All Rights Reserved