If You Don't Ask for More Money, You Won't Get It

My starting salary for my first job out of college at The Merchandise Mart in Chicago in 1981 was $11,000 a year. I worked in the Communications Department, helping to promote all the events and trade shows that were held at The Mart.

I also had to work the trade shows, doing crowd control, helping speakers and special guests feel comfortable, and provide general support for my colleagues who were in charge of things. I put in long hours and worked many weekends, taking the "L" into the city from my shared apartment in Evanston.

It was hard work, and I loved it.

A few months after I was hired, I went to the company holiday party at The Mart president's newly renovated townhouse in Chicago's tony Gold Coast neighborhood.  Everyone, from the cleaning staff to the senior executives, were invited to this event.

The townhouse was beautiful.  It had a swimming pool in the basement and was furnished and decorated with some of finest products from The Mart's upscale tenants.

When I went into the first floor guest bathroom, I looked at the gold fixtures and thought, "Wow, I bet they cost more than I make in an entire year."

The next day at lunch with my boss, I asked him for a raise. 

"Why do you think you need one?" he asked.

"Well, I don't make that much. I put in long hours. I'm a hard worker and have already proven that I can handle the challenges of the job and more," I replied.

"Okay," he said. "I'll give you a $2,000 raise, effective immediately."

When I look back on this, an 18% raise after less than six months on the job is pretty darn good.  And pretty unusual. A more typical answer would have been, "Let's wait until you're here six months.  Then we'll talk about it."

So, the lesson here is, if you don't ask for a raise, you won't get one. The same lesson is true when you're negotiating a salary and benefits.  Usually there is wiggle room.  You just have to find it.