Jan 30 2009
The “$65,000 Question”
Yesterday I alluded to salary discussions in a first phone screen with the recruiter of a company. The rules have changed in this economy, so throw out your misconception about holding off on salary discussions or being coy with “looking for market value” statements.
The first thing to understand is that employers and recruiters are not asking you a salary range to lowball you. Companies know that to attract and retain the best talent they must be competitive.
It’s very important to understand that almost every position has a specific pay scale. This isn’t some arbitrary amount; it is carefully calculated based on factors such as industry wages, location, job content, the people that are in the job currently doing the same thing, cost of living changes, company profitability, and issues such as relocation.
When an HR person asks you what you are looking for in compensation, there are several things going on.
1) They are assessing your understanding of compensation in terms of base salary, bonuses based on performance review, stock, benefits such as health insurance, training and paid time off.
2) They are trying to make sure that the salary range slated for the position is in line with your expectations. If you are more junior/senior than the position, they may work with the hiring manager to re-level the position if you are the right person for the job.
3) Do you know your own worth professionally?
I have queried fellow recruiters around the country about these practices, and most of them agree that if you refuse to discuss salary in this initial conversation with honest transparency, it could lead to you losing ground in consideration for the position. Remember, this interaction sets the stage between you and the company. Your recruiter can be your greatest ally or they can decide you don’t fit in with the corporate culture, and that decision is often made at this critical juncture. Make sure the person making this decision believes you are able and willing to collaboratively communicate and take direction.
