There are professionals with one or more ex-partners and a garage full of expensive cars: for them, a higher-than-average salary is essential. On the other hand, there are those who don’t need to work for money anymore but have incredible joy in what they do. I encounter these extremes—and everything in between—when discussing salary with my clients and potential candidates.
Talking About Money
In executive search, I often start with the question: what do you currently earn, and what do you want to earn? Sometimes, people say they are flexible and that a pleasant job is more important. Others prefer to discuss salary later in the process. In such cases, I intervene because if negotiations break down over salary at a late stage, it’s a waste of time for both parties.
Interestingly, salary levels and the ease of discussing money differ per sector. For instance, someone switching sectors might suddenly earn significantly more. “That’s great for you,” people might say. But since I usually charge a fixed fee, it doesn’t make a difference for me.
The Ideal Timing
Sometimes, you are approached for a role, everyone is enthusiastic, and only late in the process do you discover that you would earn significantly less. Disappointment ensues. So, when is the ideal moment to discuss money? I believe in being straightforward about it. The same goes for clients who want to start with a low opening offer. My stance is: if you’re not willing to pay a certain salary, don’t expect to attract professionals of the desired calibre. Moreover, candidates often feel undervalued by a low offer, especially after several interviews and an assessment. And if a candidate negotiates fiercely, remember that this superpower will soon benefit your company.
Do You Reveal Your Current Salary?
When I interview professionals, I always ask: what do you currently earn? A small group first asks for a guideline, which usually indicates they are looking to make a significant step up. That’s fine and often easier to achieve through an executive searcher. After an initial call, I always request a CV, and in the second call, we delve deeper into their experience. I then send a salary form but never ask for a payslip, as I find that ethically inappropriate. Fortunately, both the professionals I mediate, and my clients trust me to arrive at the best figure for both parties.
Interestingly, salary is rarely a true dealbreaker. A successful agreement often hinges on smaller details: following up when an offer is received, giving sufficient attention to onboarding. There are also variables in secondary employment conditions that offer possibilities. Think of buying extra vacation days, working from abroad, training and development opportunities, hours for volunteer work, or different types of parental leave.
The most enjoyable professionals to mediate are those who operate purely from their skillset, earn enough but don’t live for their salary. The whole package needs to be appealing, but they mainly focus on the work they will be doing. Conversely, it’s also fulfilling when professionals make significant advancements, especially early in their careers.
I’m never out to squeeze every penny but prefer to value people appropriately. Feel free to contact me to discuss salary!
More About Salary
Read: For tips on how to start the money conversation during a job interview, read here. Determine your absolute minimum amount, according to this author.
What is a market-conforming salary? Intermediair wrote this article on it.
Watch: For a lighter take, check out this video on how different generations discuss their earnings at work.
