Q&A: What do you need to know about emerging as a leader?

What questions do you have about emerging as a leader?

Post to the comments section and let me know what you would like to learn about navigating office politics, getting promoted, being strategic, becoming more visible, developing leadership presence, building your brand as an emerging leader, taking the lead... whatever!

Q&A: Salary Negotiations

Q: I am currently interviewing for a position I am highly qualified for. They have given me the salary range, and asked what my salary expectation is, however my current pay is below market. How can I avoid being offered less than I deserve?

A: When they ask this, deflect their question. A savvy and diplomatic answer is, "I expect that if we decide this is the right match, we will come to a mutual agreement on salary". Try not to reveal your current salary, or delay for as long as is reasonably possible.

Aim to defer salary discussions until the field of candidates has narrowed to just you, when you will have the upper hand in negotiations.

When you get into negotiations, ask for the highest salary in their range, then explain "I believe I am uniquely qualified for the position because..." and give three or four brief bullet points explaining what qualifies you as the best candidate for the job.

If they then offer you less, say "Hmmm. Is that your best offer?" then go silent, let them do the talking.

If they put the ball back in your court, say "I believe I am worth the top of the range because...” and repeat your bullet points. Then go silent, and let them talk.

If they persist in low-balling, explain that one of your reasons for leaving your current position is the below-market salary. Remind the employer that with your level of qualifications, you expect a competitive offer to be at above the market average rate.

Q&A: How can I make a great impression?

Q: How can I make a great impression in my internship this summer and land a full-time offer?

A: Build good working relationships with everyone, especially the hiring decision-makers. People hire people they like having around. Examples are to arrive early to meetings and use the time to create relationships, and attend all social events outside working hours.

Deliver results in your work, but most importantly, let people know about it. Prepare brief ‘soundbytes’ to deliver during 1-1 conversations and meetings, to publicize your accomplishments. You can also use soundbytes to publicize your previous work accomplishments or academic success, for example: “As part of my MBA I researched…” or, “When I led the marketing program at my former company, I learned that…”

Drop hints frequently that you would like to stay (don't be too subtle, especially if your hiring manager is a guy), and request an informational with your manager/the hiring manager to discuss this.

For more ideas on all the above buy The First 90 Days by Michael Watkins, about how to make the greatest impact in a new job.

Q&A: How can I ensure I am fairly compensated?

Q: I have accepted a job offer from a large technology corporation (Fortune 1,000). I am concerned that pay discrepancies between men and women are still prevalent.

In addition to renegotiating my salary and benefits package, what other advice do you have on how can I ensure that I am being fairly compensated.

A: Renegotiation is one of the most impactful steps you can take. If all women were to follow your lead—there would be less of a gender pay gap! The authors of Women Don't Ask state that women who negotiate their salary at every opportunity earn at least $1 mill more over their careers.

Beyond salary negotiation, the rest of my advise falls into the category of good career-management. To maximize your compensation, try to maneuver into a job that…

1. Is in a division of the business that is growing, not shrinking or stagnant.
   
   
2. Is in a division that is a revenue center, not a cost center (Example: work in areas like Product Management or Sales rather than in Finance, Operations or HR).
   
   
3. Allows you to demonstrate the link between your work effort and business results, and make those results visible to senior level leaders. (Example: If you are in Marketing, measure ROI of your marketing programs, and present results/metrics to senior leaders)
   
   
4. Reports to a manager who you get along well with, who mentors you, and opens doors for you, who a manager that does the same for them. That way, everyone’s careers advance faster.
   
   
5. Affords you opportunities to work on high-profile projects that demonstrate your leadership capabilities and challenge you to grow.