Negotiating a pay rise can be a daunting task, however, with the right approach and preparation, you can successfully advocate for the compensation you deserve. Below we will guide you through the process, offering industry-specific tips to help you navigate this critical career milestone.
1. Understand the industry landscape
Before you step into any negotiation, it's important to have an understanding of the broader landscape of the facilities management industry. The good news is that the demand for skilled professionals in this field is growing, especially as organisations increasingly recognise the importance of well-managed facilities in boosting productivity and employee satisfaction. So it’s likely that your current employer won’t want to lose you.
However, salary scales can vary significantly depending on the size of the organisation, the complexity of the facilities managed, and the geographic location. It’s a good idea to do some research into the average salaries in your region for roles similar to yours. Websites like Glassdoor, Payscale, and industry-specific forums can provide valuable insights into what others in your position are earning. Knowing these benchmarks will give you a solid foundation for your negotiations.
2. Evaluate your contributions and performance
To build a compelling case for a pay rise, you need to clearly demonstrate your value to the company. Reflect on your achievements over the past year or since your last review. Have you successfully reduced any operational costs, implemented energy-saving initiatives, or improved service delivery? Quantifiable results, such as percentage reductions in utility costs or increases in tenant satisfaction, are powerful tools in your negotiation arsenal.
Additionally, consider any new skills or certifications you've acquired. Facilities management is an evolving field with a growing emphasis on sustainability, technology integration, and health and safety regulations. If you’ve kept up with industry trends by earning certifications like IOSH, NEBOSH or Authorised Person (HVAP or LVAP) accreditations, highlight these as they demonstrate your commitment to professional development and your ability to bring added value to your role. Also consider whether your relevant tickets are up to date or whether you’ve gained any additional qualifications such as F-Gas. Tickets like this which give you a “multi-skilled” qualification can significantly increase your earning potential.
3. Timing is key
Choosing the right time to ask for a pay rise can significantly influence the outcome. Ideally, you should aim to have this conversation during your annual performance review when salary discussions are typically expected. However, if you’ve recently completed a major project or taken on additional responsibilities, these milestones can also be appropriate times to initiate the conversation.
Avoid discussing salary increases during periods of company instability, such as after a round of layoffs or during budget cuts. Similarly, avoid asking during times of high stress or when your manager is dealing with pressing issues. Timing your request when the company is doing well financially and when you’ve just delivered significant value will enhance your chances of success.
4. Prepare your case
Once you’ve assessed your performance and chosen the right time, it’s time to prepare your case. It can help to actually prepare a document outlining your achievements, the value you’ve added to the company, and how your contributions align with the organisation’s goals. Be specific: if you managed a project that saved the company a substantial amount of money, provide the exact figures and explain how you achieved these savings.
It’s also helpful to anticipate potential objections. For example, if your manager is concerned about budget constraints, be prepared to discuss how your increased compensation will continue to save or generate money for the company. This proactive approach shows that you’ve considered the company’s position as well as your own.
5. The negotiation conversation
When it comes time to have the conversation, approach it with confidence but also with an understanding that negotiation is a two-way street. Begin by expressing your appreciation for the opportunities you’ve had and the positive aspects of your job. Then, present your case clearly and confidently, using the data and examples you’ve prepared.
Be ready to listen to your manager’s perspective and to engage in a dialogue. If your request is met with resistance, ask for feedback on what you can do to reach your desired compensation level in the future. This not only shows your willingness to grow and contribute but also keeps the door open for future negotiations.
6. Consider non-monetary benefits
If a salary increase isn’t feasible at the moment, consider negotiating for non-monetary benefits. In the facilities management industry, perks like additional holiday time, flexible working hours, a vehicle, fuel card or personal mileage allowance, or support for further education and certification can be valuable. These benefits can enhance your overall compensation package and improve your work-life balance.
Are there opportunities for your employer to pay for extra tickets or training for you? This could be a valuable way of increasing your earning potential without footing a sometimes hefty training bill.
7. Follow up
After the negotiation, send a follow-up email summarising the discussion and any agreed-upon actions. This serves as a record of the conversation and ensures that both you and your manager are on the same page regarding any next steps.
If you were successful in securing a pay rise, express your gratitude and continue to perform at the high level that justified your increase. If the answer was no, don’t be discouraged. Use the feedback to improve your performance and revisit the conversation in the future.
Negotiating a pay rise in the facilities management industry requires preparation, timing, and a clear demonstration of your value. By understanding the industry, evaluating your contributions, and approaching the negotiation with confidence and professionalism, you can successfully advocate for the compensation you deserve. Remember, every negotiation is an opportunity to strengthen your position and further your career.
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