Asking for a pay rise can be “nerve-wracking”, said Hays Australia and New Zealand managing director Nick Deligiannis.

“Many people avoid it altogether because they find it too difficult to broach this topic, while others prepare incorrectly and so fail to maximise their worth,” he said.

“But with the latest data showing that the overall value of pay rises is falling, Australians are increasingly prepared to have this tricky conversation with their boss in order to improve their earnings.”

It is first necessary, he advised, to gather your supporting evidence.

“Firstly, for your salary increase request to be successful, you need to show your boss why you deserve a raise. It’s not enough to say the cost of living is increasing or that you’re generally doing a good job. You must have specific and quantifiable evidence to present to your boss,” he said.

He suggested asking yourself, “What have I achieved since the last time my pay was increased that warrants a raise today?” To answer this question, he said to prepare a list of your recent achievements that exceed your objectives.

“Whatever evidence you gather, the key point to remember is that it needs to demonstrate the greater value you now bring to your employer,” he said.

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Second, the employee should research the equivalent worth of their performance and results in terms of salary by reviewing a recent salary guide. 

“This enables you to back up your request with evidence and demonstrate that the salary you are asking for is in line with current market rates.”

Professionalism throughout the process is fundamental, Mr Deligiannis added.

“Don’t spring this conversation on your boss. She or he could be in the middle of an urgent task or their attention could be required elsewhere. Instead, book a time with your manager and clearly state that the objective of your meeting request is to present your case for a salary review.”

“Take control but stay calm and focused. Do not become emotional and do not talk of how much money you need, such as rising bills or the cost of living.

Instead, clearly present the evidence you’ve gathered to support your pay rise request."

“If you’ve gathered appropriate evidence, you’ll have strong grounds for an increase that are hard to ignore,” he continued.

“At the conclusion of the meeting, let your boss know that you’ll follow up with an email summing up your request. Your email should be a clear, concise and accurate summation of the main points you presented and discussed. This provides you with a written record of your conversation and ensures there’s no room for confusion or misunderstanding.”

Finally, he said that one must be prepared to negotiate and discuss, at length if necessary, the salary one feels the results are worth.

“Throughout this discussion, keep in mind your justifications for asking for a pay rise in the first place. Also consider how much you are willing to compromise – it can help to have an ideal salary increase figure in mind as well as the minimum increase you feel your results are worth.”

“You should also have a contingency plan in case your employer comes back to you with the news that she or he cannot afford to increase your salary at this point in time. For example, can you agree a date for another pay review in three or six months? Or could your boss instead offer additional benefits, such as working from home or an alternative location one or two days a week, paying for additional study or membership of a professional body, or providing you with extra annual leave?”