Category Archives: Negotiation

The employee’s guide to work benefits

In the current climate of widespread financial uncertainty, millions of people across the country are feeling the pinch. Years of wage stagnation coupled with a steadily rising cost of living have piled pressure on countless households, crippling consumer demand and making a major contribution to tipping the economy back into recession. It’s certainly true that times are challenging for many employers as well as their employees, as the persistent weakness in consumer spending has forced them to find ways of cutting costs whilst simultaneously boosting efficiency. However, the secret to good employee management is to remember that a happy workplace is almost certainly a more productive one.

Wage cuts or freezes might seem at first like the only realistic choice for employers, but there are ways to sugar the pill. If workers feel they’re not being adequately rewarded for their efforts because of circumstances which are completely beyond their control, then there’s a chance that they’ll become demoralised and distracted or they’ll simply decide to seek better opportunities elsewhere. Employee benefits, however, can be a useful sweetener and help to maintain staff loyalty. Workers are more likely to be sympathetic to any difficulties their employer is having if they can see the organisation is at least making an effort to lighten the load on their own shoulders. However challenging the situation might be, employers must remember that their staff have concerns of their own to think about.


The effectiveness of employee rewards obviously varies from person to person, and this is something that both employers and workers ought to consider. For example, high childcare costs are commonly cited as one of the biggest financial worries facing working families. It’s often simply unrealistic to expect one parent to stay off work to look after their children, particularly when so many people have sky-high mortgages and utility bills to service. It’s perhaps unsurprising, then, that childcare vouchers are one of the most popular workplace rewards of them all. Providing workers with vouchers to help cut costs and make childcare more accessible is often gratefully received by workers.

However, not all employees have children of their own – indeed, many struggle to settle down in one place for a sufficient length of time in order to start a family – so handing childcare vouchers to these workers is clearly a waste of time. There are other schemes, however, which might attract their attention. Gym membership discounts, for example, might prove attractive to some members of the workforce. Regular social and networking events outside of work may also help to boost team spirit and camaraderie amongst the team by encouraging them to get to know one another better.

From an employee’s perspective, however, flexible working is one of the most practical and attractive work rewards on offer. Many people have to commute long distances to work – particularly in the current climate, when good job opportunities are at a premium – and this can be both expensive and energy-sapping. Giving workers the chance to work from home or to choose more practical hours, on the other hand, provides a real incentive and can result in a significant productivity boost.

Janice Lincoln is a freelance writer specialising in business and employee relations and incentives such as the cycle to work scheme and child care vouchers.

Counter offers from current employer – questions answered

I have been with my current employer for several years but feel I am not really appreciated – I have been responsible for delivering strategic business lead projects and implementing PM structures. I have become increasingly frustrated by the businesses attitude towards my work as I rarely receive any recognition and my salary has not been enhanced for 3 years. I decided to apply for a new role and have now found myself with a couple of offers which pay more and potentially look like good places to work, I discussed with my boss who has made a counter offer of more pay. I really do not know what to do? Tony; Project Manager, London.

So you’ve been feeling undervalued in your job for a while and as such you have taken action by applying for new roles which you feel can meet your potential and after interviewing receive an offer or two. It’s a nice place to be in and negotiations are underway with your potential employers; you have made it known with your current employer that you are going to leave your role and your hiring manager is making moves to keep you, but has he asked why you wish to leave? All very straight forward and being professional you can explain that you feel that your skills could be put to better use on a new challenge and that you are feeling undervalued currently. Then the big question comes from your boss; what do they have to offer? Now this does not always happen as a good deal of employers feel that if you haven’t taken the steps to move on that you must do what you feel is right as they do not want begrudging staff in the office moving forward. However as in your case, some businesses know that as you play an instrumental role in their projects that losing you will be detrimental to the team and the project and so contact HR and arrange a new package offering for you to stay.

Have you considered that the “knee jerk” reaction to you leaving only then presents a need to reward you? This does not bode well moving forward within this business as they are only willing to re-evaluate your current status and reward because they are going to lose you. Does this also mean that every time you want progression or a salary review that you must go through the same cycle of applying for roles outside the business to gain any recognition?

The very fact that you have originally gone out and secured job offers says a lot about where you feel you are and having been made a couple of offers from businesses which appreciate your worth whilst offering you a remuneration package which reflects this means you are indeed worth more. Sometimes a change is as good as a rest, if you have any concerns about your potential employers – drop them a line with some further questions. Good luck!

Negotiating your job offer package

You receive a job offer and want to ensure you are getting the best proposition – here are some tips to assist you in doing just that. Firstly you need to take a look at the role being offered, is it a step in the right direction? Often we look for a new role for a number of reasons such as; the current role no longer offers challenges, you feel you are not being paid your worth, the boss gets under your skin, you want to progress your career, the business is not going in the direction you want to go in, your project portfolio is not interesting you any more etc. So taking a look at the role in greater detail is essential – no point jumping from one disappointing role to another and being trapped for another couple of years so you do not ruin your employment track record. Once you have identified that this is the role for you, you should address the following:

  1. Salary – is this an improvement and commensurate with the task you are being asked to execute? Although salary is important if you have other reasons for moving on from your current employer, you should take a pragmatic view of what the new employer has to offer. Do not expect to jump up £10k from your current role unless you have been massively underpaid previously and can justify your reasoning for such a big jump in pay. By presenting a business case on why you feel you should be commanding £XX more than the offer you have been made you are more likely to make an employer sit up and listen rather than flatly refusing the offer and demanding more.
  2. Benefits – an interesting area, pensions, healthcare, season ticket loans, child care vouchers, car / car allowance etc should all be taken into consideration but really; which of these actually interest you and of the ones that do and are offered – are they good enough? If you are currently paying into a good pension scheme and there is an option to transfer into a new scheme – what can the employer really offer you? By listing your current benefits and stating their value you can present these to the HR team with a preference for the parts you are actually interested in and state justification for why these are important to be maintained or improved upon.
  3. Bonus – how realistic is the bonus scheme, what have they previously paid out to others in similar roles. Are they based on personal /group performance or a combination? Taking a pragmatic approach to this is important – you may find that your bonus handsomely enhances your salary; however a lot of firms are reporting suspension of bonuses due to the global economic situation. Make sure you state your current bonuses and list actual payouts so a reasonable comparison can be made which will benefit your negotiations. When a bonus scheme has not been paying out at your potential employers’ business this can open up further negotiation on salary.
  4. Holidays – although these come under benefits it is important to make sure you address this benefit as you would your salary. Some organisations cannot present any negotiations on the holiday entitlements offered for a particular grade but it is worth investigating further as a sudden loss of a week’s holiday can impact your life significantly, especially when you have other commitments such as children. Some organisations can offer a compromise such as working from home for some days or flexi time which should be negotiated before you take on a new engagement.

Sometimes the recruitment process can take weeks if not months before an offer is made leaving you frustrated and when the pressure for you to make a decision within a couple of days is presented, it is easy to try and play the employer at their own game – don’t! There are often a good few reasons why it can take so long for decisions to be made and as such you should take an understanding approach to their offer and ask if you can take a little longer to decide. Of course once negotiations are underway the onus is on HR staff to swiftly take action and mediate between the hiring manager and you to reach a compromise – this can take a while.

The lesson to be learnt from negotiating your offer package is to present your reasoning for wanting a change made to the offer – I have seen offers being retracted by employers when candidates come too hard with demands, but presenting your business case in a professional manner often reaps a good result. Do not make do with an offer through fear of losing it – be professional and see how the employer responds.