By Katherine Reynolds Lewis, contributor
FORTUNE -- As you set career goals for 2012, a raise might be on your list. After all, the economy is slowly recovering, unemployment is ticking down and your employer is likely in a better financial position than in the last year or three.
But before you go into your boss's office demanding more money, take the time to lay the groundwork for a successful conversation. This means researching the typical compensation and salary path for your industry, company, and job position. Most important, understand exactly what results your boss expects of you, so you can demonstrate that you've exceeded them.
"The framework of the conversation shouldn't be, 'this is what I want; I want a raise,' it should be, 'I know what the company wants of me: x, y and z, and I've done it,' " says Peter Handal, chairman and chief executive officer of Dale Carnegie Training.
If you and your manager haven't already set specific performance goals that you can compare your work against, have a conversation to come up with goals for the coming year. Be explicit about the financial rewards associated with achieving those goals, whether it's a bonus for successful sales or a salary increase for a certain level of performance. Then, follow up at an agreed-upon time -- perhaps three months -- with a broader discussion about your career that includes the question of compensation.
"Don't wait until the salary raises are given to you. By the time it comes to you, it has gone through five or six levels of approval, and it's a done deal," says Zahir Ladhani, president of the compensation business at Kenexa, whose Salary.com division offers online salary data and tools. "For your manager to be able to shift some dollars, you need to start the process at least two to three months ahead of time."
If you've never negotiated a raise before, you're in good company. Only 12% of people surveyed by Salary.com always seek more money during an annual performance review, while 44% never bring up the subject of raises at review time.
It's okay to acknowledge that the topic of money may be uncomfortable, says Alan King, president of Workplace Options, a benefits support firm based in Raleigh, N.C. Tell your supervisor that you'd just like to begin the conversation so that the two of you are on the same page for your career goals; you don't need a decision about a raise immediately. More
There's no denying that working remotely provides tremendous benefits, but more organizations are finding that virtual collaboration also comes with significant limitations.
By Katherine Reynolds Lewis, contributor
FORTUNE – Once a year, leaders of Community Options come together from its 35 locations for a retreat. The nonprofit organization runs a variety of entrepreneurial ventures that create job opportunities and provide housing for people with disabilities.
At the most recent summit, the chief financial MORE
Dec 19, 2011 12:21 PM ET
Start talking about younger workers, and pretty soon the word "entitled" comes up. But several companies have started programs to help the younger set learn the corporate ropes. By Katherine Reynolds Lewis
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Imagine unlimited paid vacation and sick leave, with no mandated office hours. Chaos, right? Not according to a handful of award-winning employers profiled in a new report on effective workplaces. By Katherine Reynolds Lewis
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By Katherine Reynolds Lewis, contributor
Menlo Innovations in Ann Arbor, Mich.
FORTUNE – At most white-collar job offices around the country, workers scurry from cubicle to cubicle, speaking in hushed tones. Take a step into software firm Menlo Innovation's offices in Ann Arbor, Mich., and it's clear that this firm is more MORE
Oct 6, 2011 12:15 PM ET
Yahoo CEO Carol Bartz's ouster and her blunt email to the company's entire workforce raises questions about firing protocol in today's working world. By Katherine Reynolds Lewis
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Companies are hiring again, but interviewers may be a bit rusty. Here are the 3 most important things to ask.
By Katherine Reynolds Lewis, contributor
FORTUNE -- Executive coach Terry R. Bacon has seen his share of painful job interviews. But sometimes the wince-inducing performance comes from the interviewer, not the candidate.
In one case, an engineer and project manager -- call him Jim -- joined a hiring committee for his first-ever experience MORE
Aug 31, 2011 5:00 AM ET
They're awfully hard to spot because they seem agreeable to your face, but they drag their feet or sabotage projects behind your back. Is there an antidote? By Katherine Reynolds Lewis
Aug 4, 2011 12:16 PM ET
With thin staffs and a slowly improving job market, employers can't just let employees take vacation whenever they want, but they also can't risk damaging morale. This summer, a few firms are getting creative. By Katherine Reynolds Lewis
Jul 21, 2011 11:08 AM ETKatherine Reynolds Lewis is an award-winning Washington D.C.-based journalist specializing in finance, work, and family issues. She has written for publications including the Fiscal Times, Money, MSN, the New York Times, Parade, Slate, USA Today magazines, and the Washington Post Magazine. Previously, she worked as a national correspondent for Newhouse News Service and reported for Bloomberg News in Washington. She began her career in New York at the Bond Buyer, after graduating from Harvard College with an A.B. in physics. She is active in the Asian American Journalists Association and serves as founding co-chair of the AAJA Digital Group.
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