Chris H. – $14,000 Salary Increase – Used SC&C Negotiation Tactics

A placed client note from Valerie El-Jamil. Chris has accepted a position as Director of Finance for the XXXX Corporation.  While we were developing his worksheets, he secured an interview for a director of accounting position with XXXX.  To give him the best edge possible, I forwarded him the interview preparation materials and coached him on interview techniques.

After the interview, Chris called to say it went very well and they indicated he would go to the next round of interviews.  Three months later, XXXX contacted him to let him know they were holding off on filling the position as they were waiting to evaluate the fallout from the national fiscal cliff.  In addition, they retitled the position to Director of Finance and were building a new job description.

In the meantime, we proceeded with his program and focused on his career search.  Chris networked extensively and, in early January, he interviewed for a controller position with a private equity company, and that also went into wait-and-see mode.

Throughout our coaching engagements and in materials I sent Chris, I stressed the use of needs, challenges, and opportunities based questions during interviews and networking conversations to focus on the company and determine the value he brought to the table for that company.  The intent was to gather information Chris could leverage first to be the top candidate, and then in salary negotiations.  With two potential positions looming, I forwarded him the negotiations audio file.

Chris wrote saying he was starting his new position. “I just accepted a position as Director of Finance for the XXXX Corporation.  I used the SC&C procedure to increase my salary $14,000.”  Thank you and your team for all your help!”