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Know yourself – work out what you want and why. Consider non-salary benefits like your pension, job title, holidays, compressed working hours, training budgets or time to volunteer.

Aim high – don’t just ask for a small salary increase or step up, where do you want to be in a few years time? Why not get there now?

Analyse – understand the system you are operating in, and which rules can be broken. What are the pay and progression policies and what have you seen happen around you? Who do you need to make it happen? These are the rules, but you can always be the exception.

Show your worth – evidence that you have taken on more responsibility since you started your job, that the market rate for your job in your sector is higher than your pay, or that you have a better offer.

Care less – ignore the voices in your head or what others might think, they have no affect.

Take out the emotion – be neutral and objective. Write down your pitch – the value you bring and/ or what you would bring with increase responsibility, a raise or your other requests.

Practise makes perfect – say it out loud to someone else’s face, to get out the awkwardness ahead of time.

Make the ask – pick a time when your manager is likely to be in a good mood, after you’ve had a success.

Be patient – you don’t need to answer an offer. Take your time to consider. Always counter.

No is a start – if it’s a hard no, keep the conversation going, ask when the situation can be reviewed and for advice on how to get you to where you want to be.

Get everything in writing.

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