Q & A Table of Contents
An Outside Organization Wants Me Because I Produce Disproportionately To My Pay
From: Charles, Hemel Hempstead, England
Question: I have been with my present employer for a long time and am at the top of my salary scale. The money is not great but there are many reasons to stay. To name three: I believe in the mission of the organisation; I know I make a difference to people's lives and to the organisation at large; and I have a huge amount of discretion in what I do, and when, where and how I do it.
Two recent events have caused me to re-think my position. First, articles in the national press reveal that some of my senior colleagues have somehow managed to receive very substantial rises or special payments (in one case, over five times my annual salary), and those folk have made some really poor decisions that will cost us. Second, I discover that I am bringing my employer very substantially more external income than any of my colleagues, some of whom are paid 20-30% more than me. This year, I expect to bring in nearly 40 times my salary.
I would stay in my present organisation if I could get higher status and fairer pay. This is difficult to negotiate, given that at my level in the organisation there is very little discretion. What I need is a promotion or to move to performance-related pay.
Another national organisation that I advise, a 2-hour drive away, has a director-level vacancy at more than twice my present remuneration. Their recruitment consultants e-mailed me last week to say that if I am interested in the position I should get my vita to them as soon as possible. There is much of interest to me in such a job and I would take it if there is no prospect of advancement internally.
My organisation now has a new CEO, who will be unaware of any history within the organisation and who might prefer not to become involved in any discussions of individual personnel issues. I will meet the CEO for the first time in 10 days, to discuss our policy in a number of areas and fora, including several for which I am currently my organisation's representative. It may be possible for me to raise my personal concerns after the formal business has been dealt with.
What would you advise?
Response: The scenario you describe is full of possibilities; you have a strong BATNA in the offer from the organisation that is recruiting you -- but the fact that a new CEO is in place means you may be able to leap over existing obstacles to your advancement with your present employer.
You have presented an excellent case to present to your new CEO. However, before presenting the CEO a history of your personal situation, the disproportionate rewards given to others, and your opportunity to change employers, you should ask for the CEO's vision of your present organisation.
You should try to find out whether the new CEO anticipates making changes in policy, performance incentives, or personnel. Find out what means she or he will use for measuring productivity and how high productivity will be rewarded. Without necessarily putting it into a declarative statement, make it clear that you are confident the new CEO will sweep away the inequalities that hinder your present circumstances.
After listening carefully to the CEO's responses to your questions, you should indicate you are faced with a dilemma -- and then present the information you are being actively recruited by another organisation but feel loyalty to your existing employer in spite of their failure to reward you adequately for your productivity.
If it is possible you should improve your BATNA before meeting the new CEO. You should tell the organisation that is recruiting you that their offer is quite attractive but that with a new CEO joining your present organisation, you have reason to hope for a better deal without moving. Ask the recruiting organisation how they can sweeten the offer: more money now, accelerated salary review, or other forms of compensation to encourage you to jump ship. The stronger you make this BATNA, the more confident you will feel when you meet the new CEO.
You are very lucky in that you have real choices. I wish you luck in the process.
Steve
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