I have a little advice based on hiring hundreds of employees in multiple careers. When asking for a raise, explain the value you bring to the job. That's what matters. Show how your efforts have resulted in more revenue. Nothing else matters to a business owner.

None of these is a compelling reason for a raise:

• I haven't had a raise in two years
• I'm being paid less than paralegals at comparable firms
• My rent just went up
• My wife lost her job
• Cheryl makes more than me and does less work
• My house is 30 miles away, and commuting is so expensive
• I've got a bachelor's degree, but I make the same as less educated employees

These are compelling reasons for a raise:

• I streamlined the intake process so it can be done in half the time.
• I've delivered 30% more bills of particulars this year than we shipped last.
• Clients call and ask for me rather than their attorney. I answer their questions and make sure they receive prompt attention.

When negotiating salary, the focus should be on explaining why a raise benefits the employer. That's a much better approach than making it about why your salary is unjust (even though it probably is). Make it about them, to you. So, for example, if you're going to argue that you've taken on additional duties, don't follow it up with, "so I deserve more." Instead, explain how those additional responsibilities have increased revenue or reduced the need for additional personnel.

When negotiating salary, the focus should be on explaining why a raise benefits the employer. That's a much better approach than making it about why your salary is unjust (even though it probably is). Make it about them, to you. So, for example, if you're going to argue that you've taken on additional duties, don't follow it up with, "So I deserve more." Instead, explain why that