How To Negotiate Salary

“My salary expectations are 100-120k.” 😩.

This is not how you negotiate on salary. Here’s how to do it properly:

But it means you need to do a bit of work…

This article is specific to moving jobs. In fact, I would suggest having this discussion with your employer before your start to look externally: especially if money is your primary motivator.

___

“My salary expectations are €100-120k.”

The person who last told me this is on €70,000, and said: “But there’s a high demand for security, and I know some people are getting a 30% increase when they move jobs.”

Yes, that’s true… And do you know why?

They 𝘪𝘯𝘤𝘳𝘦𝘢𝘴𝘦 𝘱𝘦𝘳𝘤𝘦𝘪𝘷𝘦𝘥 𝘷𝘢𝘭𝘶𝘦 to their new employer above their competition. We’ll get to that…

___

A few points:

1. Why should I give salary details to a recruiter?
2. Current salary should not reflect future earnings
3. I’m constantly being offered positions in that range
4. I’ve given a broad range so I don’t limit my max salary

___

👉 1. Why should I give my salary details to a recruiter?

You don’t have to… But a good recruiter can give a guide on whether you are paid well or poorly for your level…

They can give you an idea of what salary you can expect. And they can help you negotiate on more than just salary.

👉 2. My current salary should not reflect my future earnings.

I agree with you 100%. You should be judged on knowledge, skills, attitude, and merit.

But if you haven’t acquired any new knowledge or skills since your last pay increase, a new employer will not pay above market rate for you… unless they’re desperate. And that usually means they’ve oversold to their clients. Which means you’ll be working longer hours.

Most security specialists are moving jobs for a salary increase. It’s likely that if you move, you may receive an increase. The amount of an increase depends on if:

• Your future employer is desperate, as mentioned above
• You work at a company that paid above market rate to entice you
• You have acquired useful additional skills (so you 𝘪𝘯𝘤𝘳𝘦𝘢𝘴𝘦 𝘱𝘦𝘳𝘤𝘦𝘪𝘷𝘦𝘥 𝘷𝘢𝘭𝘶𝘦)

If you haven’t acquired additional skills: move if you want, and get that pay increase. But don’t move only for more money….

And be careful how often you do it. You can do it once. Maybe twice. But if you’ve moved three times in three years, you’ll soon be less attractive to an employer.

👉 3. But I’m constantly being offered positions in that salary range.

Receiving daily messages from recruiters trying to entice you with a new job?

This is 𝘯𝘰𝘵 a job offer.

Some recruiters deliberately increase the salary range on offer because they only understand how to sell based on price.

👉 4. I’ve given a broad range so I don’t limit my max salary.

Well in that case, why not aim for 100-500k?

There is always a realistic limit for your skill set. Figure out that limit instead of just pulling numbers out of the air.

___

OK, so how do you negotiate salary?

 

✅ Research.

Speak to your colleagues, friends, and recruiters. Find out how much candidates at your level are being paid. Try and get that range within a 5k bracket.

✅ USP.

Find your USP (Unique Selling Point). Everyone has something. Some ideas:

• You outperformed colleagues at something
• You single-handedly achieved what “couldn’t be done”
• You have recently acquired a top certification: MBA/CISSP, etc.
• You made a huge improvement to your business which saved X or produced Y

✅ Motivation.

Understand what’s motivating you to look. Common reasons, according to the (ISC)²:

People also move for many other factors, including a better manager, better product, etc.

👉 Then: Increase Your Perceived Value

When you are the final stage interview with a company and they have asked you about your salary expectation, say this:

“My current salary is 💰. I understand the market for candidates at my level is (insert Research [give one figure: the top of the 5k bracket. Do not give a range]). At my level, people usually haven’t (insert USP). I am not motivated by money, but instead by (insert Motivation). However, I am active in the market, and if we both think we can work well together, I hope you will be able to offer me something which reflects the value I can bring.”

That’s it. It’s not as complicated as you thought…

Some points:

• If you are working with an external recruiter (like me) then being open about current and expected salary means we can help as much as possible.
• External recruiters will negotiate salary on your behalf, so leave the salary discussion to them. If you’re working with an external recruiter but feel pressured by your potential employer, then give the details above (but just leave out your Research).
• You can also do this if you are staying with the same employer, but you need to be a bit softer about being active in the market.

___

There is a high demand for security specialists. And people pay even more of a premium for the Top 1%.

Differentiate yourself from everyone else. This will do the negotiation for you.

Thanks for reading. 

“My salary expectations are 100-120k.” 😩.

This is not how you negotiate on salary. Here’s how to do it properly:

But it means you need to do a bit of work…

This article is specific to moving jobs. In fact, I would suggest having this discussion with your employer before your start to look externally: especially if money is your primary motivator.

___

“My salary expectations are €100-120k.”

The person who last told me this is on €70,000, and said: “But there’s a high demand for security, and I know some people are getting a 30% increase when they move jobs.”

Yes, that’s true… And do you know why?

They 𝘪𝘯𝘤𝘳𝘦𝘢𝘴𝘦 𝘱𝘦𝘳𝘤𝘦𝘪𝘷𝘦𝘥 𝘷𝘢𝘭𝘶𝘦 to their new employer above their competition. We’ll get to that…

___

A few points:

1. Why should I give salary details to a recruiter?
2. Current salary should not reflect future earnings
3. I’m constantly being offered positions in that range
4. I’ve given a broad range so I don’t limit my max salary

___

👉 1. Why should I give my salary details to a recruiter?

You don’t have to… But a good recruiter can give a guide on whether you are paid well or poorly for your level…

They can give you an idea of what salary you can expect. And they can help you negotiate on more than just salary.

👉 2. My current salary should not reflect my future earnings.

I agree with you 100%. You should be judged on knowledge, skills, attitude, and merit.

But if you haven’t acquired any new knowledge or skills since your last pay increase, a new employer will not pay above market rate for you… unless they’re desperate. And that usually means they’ve oversold to their clients. Which means you’ll be working longer hours.

Most security specialists are moving jobs for a salary increase. It’s likely that if you move, you may receive an increase. The amount of an increase depends on if:

• Your future employer is desperate, as mentioned above
• You work at a company that paid above market rate to entice you
• You have acquired useful additional skills (so you 𝘪𝘯𝘤𝘳𝘦𝘢𝘴𝘦 𝘱𝘦𝘳𝘤𝘦𝘪𝘷𝘦𝘥 𝘷𝘢𝘭𝘶𝘦)

If you haven’t acquired additional skills: move if you want, and get that pay increase. But don’t move only for more money….

And be careful how often you do it. You can do it once. Maybe twice. But if you’ve moved three times in three years, you’ll soon be less attractive to an employer.

👉 3. But I’m constantly being offered positions in that salary range.

Receiving daily messages from recruiters trying to entice you with a new job?

This is 𝘯𝘰𝘵 a job offer.

Some recruiters deliberately increase the salary range on offer because they only understand how to sell based on price.

👉 4. I’ve given a broad range so I don’t limit my max salary.

Well in that case, why not aim for 100-500k?

There is always a realistic limit for your skill set. Figure out that limit instead of just pulling numbers out of the air.

___

OK, so how do you negotiate salary?

 

✅ Research.

Speak to your colleagues, friends, and recruiters. Find out how much candidates at your level are being paid. Try and get that range within a 5k bracket.

✅ USP.

Find your USP (Unique Selling Point). Everyone has something. Some ideas:

• You outperformed colleagues at something
• You single-handedly achieved what “couldn’t be done”
• You have recently acquired a top certification: MBA/CISSP, etc.
• You made a huge improvement to your business which saved X or produced Y

✅ Motivation.

Understand what’s motivating you to look. Common reasons, according to the (ISC)²:

People also move for many other factors, including a better manager, better product, etc.

👉 Then: Increase Your Perceived Value

When you are the final stage interview with a company and they have asked you about your salary expectation, say this:

“My current salary is 💰. I understand the market for candidates at my level is (insert Research [give one figure: the top of the 5k bracket. Do not give a range]). At my level, people usually haven’t (insert USP). I am not motivated by money, but instead by (insert Motivation). However, I am active in the market, and if we both think we can work well together, I hope you will be able to offer me something which reflects the value I can bring.”

That’s it. It’s not as complicated as you thought…

Some points:

• If you are working with an external recruiter (like me) then being open about current and expected salary means we can help as much as possible.
• External recruiters will negotiate salary on your behalf, so leave the salary discussion to them. If you’re working with an external recruiter but feel pressured by your potential employer, then give the details above (but just leave out your Research).
• You can also do this if you are staying with the same employer, but you need to be a bit softer about being active in the market.

___

There is a high demand for security specialists. And people pay even more of a premium for the Top 1%.

Differentiate yourself from everyone else. This will do the negotiation for you.

Thanks for reading.