"Women are notorious for underpricing themselves, and then getting what they ask for and counting that as assertive…I have listened to women business owners explain that men will always ask for more money in a similar position. Why give a woman the same money if she's asking for and will be happy receiving less?" (A dcwebWoman.)

Why indeed?

When I first started out in business I thought that if I worked hard; accomplished more than what was expected of me; proved I was dependable; was loyal to the company; and demonstrated a positive, can-do attitude that those attributes would lead me to success. I believed that with tireless effort I would advance and be financially rewarded. I was very willing to demonstrate my competence and value over and over, confident in the just reward of effort and contribution.

I spent years learning that in business, especially for women, effort and contribution rarely translate into money and power. I now understand that effort and contribution are only components of success. There are other aspects of business that have nothing to do with how hard you work, but which can and do influence your success enormously.

Business and success are aggressive and assertive pursuits. Women do not succeed in business by waiting for anything to come to them, no matter how well deserved or well earned it may be. Business simply does not respond to reticence with reward.

If you are forever patient, keep your head down, work long hours, and make no demands, you will most likely be rewarded with minimal advancement and minimal compensation. Why - because business is not based on a reward system. Women will not get what they do not demand. And, women will not get what they do demand unless they understand and act upon the dynamics driving business.

Business is based on the convergence of powerful forces involving the economy, the marketplace, profit, and ego. These forces influence every business decision that is made, especially relating to promotions and raises. Women often focus intensely on their own situation and efforts, to the exclusion of these other dynamics.

Warning! To be unaware of the influence of the economy on your company, or the affect of the marketplace on your company, or whether your company is profitable or not, or what personal dynamics influence corporate decisionmaking, is to be a fool. And an underpaid fool at that.

Educate yourself. Evaluate your company's economic health. Learn its budget cycle. Know the company goals. What is the real chain of command? Who are the real decisionmakers? What are the company's critical needs? What is going on in the next six months? (I think you will be surprised at how easily you can acquire this information.) Get a sense of where you fit in. Read, ask questions, listen, and do research. Prepare. You must apply the same dedication and intensity to this process that you bring to your work.

If you really want a raise or a promotion you have to have an informed presentation, with good insight, and very good timing. You can not have any of those without information. Start the process there.

So You Want a Raise? will continue next week. Your comments and suggestions are always welcome.

Copyright © 1998, 1999 by D.E. Summerville. All rights reserved.

The advice and suggestions in the Women in Business column are solely those of the author. DC Web Women assumes no responsibility for its content.

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