The Power Of A Network Expanded

Ladies, networking is one of my passions. I’ve mentioned countless times the importance of a strong network and always being accessible to your network. Everyone is in a mad dash to build their connections, link to as any people as they can, get to know countless acquaintances. But have you ever thought about beyond your networking sphere? I’ll explain.

Thursday evening I hosted a conference call. I sent out a ton of invitations to the wonderful, successful, powerful Black Women in my network. Over the years, I have built an incredible network (not just of Black Women, but overall). In February, I attended the Black Enterprise Women of Power Summit. There were phenomenal women as far as the eye could see. We chatted, networked, exchanged contact information, and vowed to keep in touch. That’s where it all came together for me. Fast forward to last week. I decided to pull together a power call. Connect all MY connections to make the network phenomenal.

Many could not attend, as schedules were already full. But the call was phenomenal. The ladies who did attend the call were excited and overjoyed at the possibilities of connecting and sharing with one another. We chatted about the power of a network, and each woman introduced herself, told us about herself and let us know her urgent networking need. I explained that often times we, as women, don’t ask for what we want. I gave these phenomenal ladies an opportunity to do just that.

Unlike at conferences and trade shows, we vowed to continue the dialog and communication so we can not only benefit ourselves, but also give back and pay it forward to one another. And it has already began. Several of the women emailed and called me the day after to express their joy over the call. They have began reaching out to one another and are eagerly awaiting the next call.

So do something FOR your network. Introduce them to one another. Make connections between your connections. Share, don’t be selfish. We are all 6 degrees from one another. Do your part to keep everyone connected. I for one am looking forward to seeing the power of MY network helping one another.

Til next time.

Adrienne Graham

Lunchtime Strategies: May & June Schedule

Here is the schedule for the upcoming Lunchtime Strategies Webinars:

May 8, 2008- Linking In to Linked In- $39-

The web offers tons of opportunities to establish yourself and make solid connections. Join us to discuss how to make Linked In an effective tool in your networking, finding business leads and job search.

May 22, 2008- Get Recruited!- $39-

Recruiters are getting more and more tech savvy and are turning to not only traditional search, but also social media and the internet. Learn how to position yourself to get recruited, instead of searching for a job. What better way to learn than from a Recruiter herself!

June 5, 2008- Brand Me- Rules for Building a Successful Brand- $39-

There ie no more important brand than the brand called YOU. Your reputation is the basis for your personal brand. If you don’t take action to define it now, someone else will do it for you. Learn what it takes to discover your brand mantra, cultivate your image and create a solid brand that identifies with excellence.

June 19, 2008- Negotiating- Her Seat At The Table- $39-

Women often leave a lot at the bargaining table because they don’t have the skills to negotiate. Learn to participate in decision making from a place of knowledge, not fear, ignorance or habit.

Additional information can be found at www.empowermeseminars.com. If you have any questions, feel free to email me directly.

Til next time.

Adrienne Graham

5 Steps to True Empowerment

All of us have a similar common goal….to be empowered and have control over our professional destiny.  To have true empowerment, you must take responsibility for who you are, what you do, and what course you chart for yourself. It would be nice to have someone do it all for you.  I would have loved to have someone give me a road map to plotting my professional life.  But alas, it doesn’t work that way in the real world. At best, you can surround yourself with mentors and associates who will guide you along your journey. But in the end, it’s up to you to make the decisions and changes that need to be made to reach empowerment.

Here are a few steps you can take to True Empowerment:

1. Let go of past baggage. We have a tendency of holding on to what does us no good. Remembering a fight, worrying about bills, being upset about how someone else lives their life, holding a grudge because someone else took credit for a project we worked hard on. All of this is negative energy that takes up space in your world of positivity.  In order for positive blessings to come your way, you must get rid of the old negative feelings and thoughts.  Let go and let them fuel you to push even harder to achieve your goals. Come to new situations with a free and clear mind and heart.  Baggage keeps you from bringing your “A” game and from experiencing true success.

2. Get educated. Now I don’t just mean go to school. Education comes in many forms.  Yes, a college education is a good foundation, but continuing to learn well after you’ve earned your degree comes back to you ten-fold.  You can take continuing education courses.  Find topics that interest you and can help boost your career.  You’ll even get credit units for taking them.  Attend seminars, workshops and conferences.  Some organizations give you continuing education credits by simply attending.  Take advantage of events to leverage new relationships and show off what you know (and what you learn).  Read a book or three.  Trade journals, magazines, newspapers, online content and of course books help to continue the flow of knowledge.  Create a binder of important articles that are beneficial to your career or industry.  The internet is right at your fingertips.  Do your research and reading.

3. Find mentors. Notice I didn’t say find “A” mentor.  Mentors are all around you.  They don’t have to be a specific age, gender, position title or even in the same industry.  Study people whom you admire.  What makes them tick?  What paths have they blazed in their industries?  Reach out to them and ask if they would be open to being your mentor.  Don’t limit yourself to just one.  There’s a lot to be learned out there.  Don’t be afraid to reach out and connect with people.  More often than not, they are willing to share their knowledge.  But be careful not to monopolize their time, and definitely make it a value added relationship for both of you. I’m sure there is a way you can give back to your mentors.

4. Polish your image. You’ve got to look the part.  There was an article I read about dressing like a CEO.  I believe that no matter what level you are in your career, you absolutely must dress to impress.  Don’t go out to buy the Georgio Armani suit so quickly.  Buy classic tailored pieces that are timeless.  Have a couple of good staples in your wardrobe that you can mix and match with the Target wear.  Be sure to bring your own flair to your image.  But follow the tone set by those who are where you want to be.  Even law firms are slightly relaxing their corporate attire…but not too much.  Everything from your hairstyle to your accessories say something about you.  Are you portraying the appropriate image?  Invest in some classic shoes, handbags, jewelry and scarves.  Depending on what field you are in, a stunning briefcase can add value to your look.  And most importantly, buy a dress coat that is professional and classic. You must always be cognizant of your outward appearance. Confidence attracts confidence (and opportunity).

5. Build a solid network and use it. There are so many people who tell me “I can’t network. I don’t know what to say to people.” Well I usually tell them to get over it.  You cannot succeed in the business world without interacting with people.  You don’t necessarily have to become best friends forever. But you must have the ability to strike up conversations and the timing skills to know when to strike or move on.  As much as I hate to admit it, there is still an unspoken truth that it’s all in who you know, not what you know.  Learn how to network online, but don’t let that be your end all be all.  Use it as a starting point to building relationships.  The internet is a wonderful thing and I am grateful that I have it to make my job a little easier.  But it can make you lazy.  You must cultivate your business relationships that you form online.  Let’s say you meet someone on Linked In or Viadeo, or any other online professional networking tool.  Immediately suggest a phone conversation.  Take the time to introduce yourself and let the person know how you see them networking with you.  And then continue the dialog.  You don’t have to speak every week, or every month for that matter.  But you do want them to keep you in the forefront of their minds.  Don’t approach your relationships with a “set it and forget it” mentality.  It takes real work.

True empowerment is there within your reach.  Whether you are a college student, entrepreneur, or corporate riser, these principles will work for you.  Education + Action = TRUE EMPOWERMENT(tm).

Til next time.
Adrienne Graham

Social Networking- Who Are You & What Do You Want From Me?

Social Networking. That seems to be the term of the decade. Everywhere you go, it’s Web 2.0 this, social networking that, Linked In this, Facebook that. Who would have imagined back in the day that social forums would evolve into professional networking opportunities?

I teach a few webinars that focus on not only Linked In, but also social networking to its core. One of the features I read and take advantage of often is the Answers section of Linked In and Yahoo. By answering questions and giving my advice, I seem to draw a lot of people who ask to network with me.  An avid user an fan of Linked In, I am cautious about how and with whom I network and connect.  Daily, I get invitations to connect.  Despite the fact that I have clearly mentioned on many occasions that I prefer people send a note asking to connect and making it personal (ie: an introduction), and that I always take the time to send a personalized note letting a person know how I found them and my reason for asking to connect, this is what I still manage to get from people:

Adrienne,

I’d like to add you to my professional network on LinkedIn.

It drives me nuts!  It’s as if they haven’t even read my profile.  Recently I received the same generic note from a young man .  I politely responded back to him my preference for contacting and connecting with me and asked him to a least introduce himself.  He replied back that he was sorry I didn’t see anything in his PROFILE that would make me want to connect.  I was taken aback.  So not only did he not honor my request, he STILL didn’t even take the time to introduce himself and tell me how he’d like to network with me.  But he was upset.  It left me scratching my head.

I tell this story to illustrate a point.  When you are stepping into a social networking situation, it’s not like being on Myspace, Facebook, Blackplanet or any other social networking site for pleasure.  When you join a professional networking site, you must have a different approach and mindset than you would with the above mentioned networks.  You cannot assume that people will take the time to read your profile if you didn’t put any thought into introducing yourself properly or abide by their wishes.  The rules of engagement are simple.  Do your research.  Read a person’s profile and see if there are any specific request about how to contact them.  Make sure the person wants to be contacted, and what their preferences are (if you are a pet lover who wants to share an event for your pet, you wouldn’t contact someone who doesn’t own a pet).  Do NOT EVER send cookie cutter or standard template messages.  That will turn a person off immediately.  I know it turns me off.  Take the time to properly introduce yourself, indicate why you are contacting them, and offer to discuss any possible synergies.

Building networking relationships takes work.  Building networking relationships ONLINE takes not only work, but also the proper etiquette.  The people you reach out to cannot see you.  So you have to be extra diligent about presenting the proper first impression.

The next webinar will be held on Saturday, April 26th.  Please be sure to visit the website for more details.

Til next time,

Adrienne Graham

Microsoft Office Ultimate 2007 Offer- But Only If You’re A Student!

Ladies,

As I began one of my courses, I was told by my professor that there is a site called The Ultimate Steal, which is working in conjunction with Microsoft to provide college students with a copy of MS Office Ultimate 2007 for only $59.95. The offer is only valid through April 30, 2007. Here is the link. There are very strict requirements for this offer:

Promotion Eligibility:
This offer is good only to eligible students who possess a valid email address at an educational institution geographically located in the United States. This offer is non-transferable. Limit one purchase per eligible student.

The following conditions serve to define student eligibility for the Promotion:

1.	Individual must possess a valid e-mail address at a U.S. educational institution which contains the domain suffix .edu; AND
2.	Individual must be a student at a U.S. educational institution and must be actively enrolled in at least 0.5 course credit and be able to provide proof of enrollment upon request.

Microsoft or an appointed vendor may contact you to verify that you are a current student. If documentation is not provided indicating that you are a current student, you will be liable to reimburse Microsoft for the full retail cost of the software ($679).

Go to the Ultimate Steal to get the full information, or visit the Microsoft website. Enjoy!

Til next time,

Adrienne Graham

Happy Birthday/Anniversary?

Hi Ladies. I’m going to deviate for a moment to address the significance of today.

As we all know, today is the day that Dr. Martin Luther King, Jr. was assassinated in Memphis. The year was 1968. But what you don’t know is that I was born exactly a year later, in 1969. I have had the pleasure (or is that misfortune, I don’t know) of sharing a birthday with the anniversary of one our country’s most renowned orators, leaders, ministers we will probably ever know. When I was little, it didn’t affect me much. Children don’t think of such things in their small microcosm of the world view. But as I got older, I had mixed feelings about it. Yes, it was a sad and pivitol point in our history, but I started to think of it like this. For every life that is taken, another life is created. I am in no way comparing myself to Dr. King. But I could never help but think I have a huge responsibility to live up to.

I was listening to Warren Ballentine this morning on the radio and snippets of Dr. King’s speeches. They touched me deeply, as always. All that he hoped for and dreamed of, some might say we have achieved. We have and then again we haven’t (case in point the Jena 6). I couldn’t help but acknowledge that if it wasn’t for Dr. King, I would not have had the opportunity to grow up as I have. I would not have been able to be a successful business woman. I would not have been able to move where I want, pursue the education I want, raise my son as I want, or be able to set the wheels in motion for the phenomenon that is Empower Me. So, yes, in many respects, we have overcome. Barack Obama is living proof of that. Who would have thought a Black Man would be a serious contender in our lifetime? My son, my mother, my sisters, brother, nephew and nieces get to see this….in our lifetime. Unfortunately my Dad never did. He passed away 6 years ago this coming July. Dr. King certainly didn’t and neither did Mrs. King.

I still remember the stories my Daddy used to tell me about Dr. King and the “struggle”. Daddy was very animated when telling stories. He had a way of drawing you into the stories as he was telling them. I remembered being so afraid and fearing that “they” were going to get me. I was very small and had not grasped the fact that we were indeed free. My mother being a product of that time, was one who was always telling us keep your mouth shut and do what you need to do. Don’t make trouble. But daddy, man he would tell us we have the right to do and go and say what we want. Yes, even in the late 70’s early 80’s we encountered racism. Not at home though (New York). We would encounter it in the south. But daddy never let us just “take it”. He always had a lesson to teach us and always was able to somehow channel Dr. King. Very early on I could never understand some of the racism. But as we got older and daddy used to tell us these stories, it became clearer. Especially after watching Roots….can I get an AMEN!

It was in my early teens that I took Dr. King’s words and thoughts and hopes to heart. I became this outspoken grown child. I was never to let anything stand in my way of what I wanted. Naive? Perhaps. But I said to myself, dammit, we have these Dr. King celebrations every year to continue the fight. In NYC I did have a mix of friends. But when I went downtown to the Wall Street, Fifth Avenue, or any other areas deemed off limits to us, I felt a bit out of place. It wasn’t until my late teens early 20’s that I began to shake that off and own a sense of entitlement. It was my right as an American, as a New Yorker, as a BLACK WOMAN to be there making money like everyone else. And when those doors did not open, I made my own way. My first adult taste of overt in your face racism was back in 1988 or 1989. I went on my first trip to California without my parents. My friend Kim and I went. And of course, I was always miss fancy so I wanted to “do Beverly Hills”. Fresh off the plane with my daddy’s American Express (don’t laugh), I walked into Beverly Hills like I had lived there. I won’t mention store names, but the minimum wage earning sales clerks had their noses up in the air and nobody wanted to give me the time of day. A few people even asked if I was “lost”. Huh? Are you kidding me? I was dressed just as nice as any of their rich customers. One asked me, are you sure you want to buy this? It costs$….. Again, huh? Don’t you see this Amex card burning a hole in my pocket? My friend said let’s go. But the stubborn rebel in me didn’t want to give THEM the satisfaction. So I bought 3 bags. Of course my daddy freaked out and demanded I pay the bill myself. I was a project girl living a princess life. LOL Or what about in 1991 when I took my infant son, mom and sisters with me back to California. I was once again on Rodeo Drive looking around and my family headed on a walk through the residential area of Beverly Hills. Within minutes, the Beverly Hills Police were called. Someone hit the panic button when they saw these “strangers”, BLACK strangers (with a damn baby stroller mind you) roaming their neighborhood. Nothing jumped off, but my mom was pissed!

Why do I tell this story? Fast forward to February 2008. Just about 6 weeks ago. I flew to California for the Women of Power Summit. I drove over to L.A. to stay for the remainder of my trip. I had a ton of emotions going on. I was no longer this kid I was so long ago. I wondered and was a little nervous of the treatment I would receive upon my return to Beverly Hills. Well I was quite surprised. I strolled Rodeo, in and out of stores. And so much has changed. I was greeted and doted on by the sales clerks in nearly all of the stores I visited. I was taken aback. Really. I saw people of different ethnicities working in these stores and also shopping! Yeah, we black folks have money too. Some even chatted with me and asked where I was from. I was amazed. The men were holding doors open for me. The women were showing me things from the cases and the back. I didn’t buy anything. This time, I could afford it, but I ain’t crazy! LOL It made me feel good to see how things had come full circle. Could Dr. King’s dream have become a reality?

Every time I see a successful black man or women open a store, business, restaurant, etc, I fill with pride. Every time I see a black man or woman achieve top rank status in a company, I fill with pride. Every time I see a black man or woman earn their degrees, be it BS, BA, MBA,MA, PhD, I fill with pride. We HAVE overcome. To an extent. But we still have a way to go. I think if Dr. King were alive today, he would be in awe of what he and others set in motion. So I come to you and ask, what is your purpose? What dream do you have that needs to be fulfilled? What’s holding you back? I, a girl from the projects of the Bronx, sits here a CEO of 2 companies, a mom, a wife, a mentor, a homeowner, a teacher (not in the school sense), a diversity expert. A black woman living Dr. King’s dream. A black woman fighting to empower and educate my sisters, and inspire them to not quit and to achieve all their hearts desire.

I am hopeful for my son’s generation and my future grandchildren’s generation. If or should I say WHEN Barack Obama wins, that will break all kinds of barriers and set precedents that Dr. King was never able to see come to fruition. So am I sad to be born on the day of Dr. King’s assassination? Hell no. I consider it a privilege and an honor. Happy Birthday to Me. Thank you Dr. King. You have touched and molded me in a very profound way.

Till next time.

Adrienne Graham

The Power of Reinvention

I am never the same as I was the previous year. The world is ever changing, life is ever changing and if you don’t learn to keep it moving, you will get left behind.

Over the years, my career and business(es) have gone through numerous changes. Some self imposed, some due to circumstances out of my control. But the common theme was how I managed the change each time. Every year, people make resolutions and vow to make these changes in their lives, big or small. By the time March rolls in, those vows are dusty somewhere in the recesses of their minds, hiding from daylight. I’m not sure if it can be attributed to laziness, lack of motivation or plain fear. But nonetheless, that gusto we came into the year with vanishes. I do things slightly different when it comes to my career and business(es). While I do make my annual December 31st pledges, those are more for personal development. I like to sit down every quarter an see what I have done, what I need to do, and what I’d like to try going forward. By doing this exercise quarterly, I can ensure I don’t get stale.

It’s often hard to get people to reinvent themselves because they often don’t want to look inside themselves and do a thorough examination for fear of what they’ll find. We all have things about our careers, business, etc that we want to change, goals we’d like to accomplish, bold steps we would love to take. But sometimes it falls to the side as life is happening. It has happened to me…yes, I’m not above it. True reinvention requires a number of things, but most importantly, a vision of who YOU think you are and who you want to become is crucial. It is a reflection of who and where you are now, and what you are willing to do to get there. Reinvention begins with a hard lined assessment of what you’ve done to this point and what you need to do to continue on your journey.

I have great news for you. You CAN write your own script! There is no rule that says you can’t shake things up. Change is inevitable, and if you are not open to change, you cannot learn and grow to become that woman you want to be. If you are unwilling to change things every now and then, you are destined to remain in a paycheck to paycheck JOB that makes you unhappy and unfulfilled.

So how do you reinvent yourself? Take tips from the Queen of Reinvention.

• Write your vision. Who do you see yourself being in 5-10 years? Where do you see yourself? Note I didn’t ask what career path are you on at work. Despite the best laid plans, things (LIFE) happens. Just close your eyes and let go. On this day in 10 years, where do you see yourself?
• Write some letters. I want you to write 3 letters. The first one is a letter from the You of today, writing to the You of 10 years ago. What will you tell yourself? What will you warn about or against? What words of wisdom would you give the young you. The next letter is a letter from the you of today to the you of 10 years from now. You’ve imagined that place and time, now think of what you will ask yourself in this letter to help you get there. Be honest and candid. The final letter is a letter from you 10 years from now, advising the you of today. Trust me, this exercise puts a whole lot into perspective!
• Research role models. Pick 3 people who are living in the life or career you want. Study them, gather articles, get as much information on them as possible. Create a folder for each. Dedicate time to building this folder and tracking their successes. When you are comfortable doing so, reach out to them. By the time you do, you will be familiar with their careers and have formulated some very relevant questions you can ask them.
• Make changes in your life. I’m not saying go out and get a BMW! Change your wardrobe and hairstyle to be more in line with the person you want to be. Now, don’t go dying your hair platinum or blue! Look for models of success and use them as benchmarks. Loose weight (or gain if that pertains to you). Get healthy however you need to. A healthy you is a happy you. Look the part. Whether getting a new briefcase or new glasses (or contacts), it’s still a change.
• Upgrade your resume. Don’t fudge it! Take courses, earn certifications, volunteer, get involved. Take on projects that will allow you to noticeably contribute and stand out from your peers. Continuously seek the creative or competitive advantage. Remember that there are 5 competitive advantages: more, better, faster, different and cheaper. Brainstorm ways you can deliver any of these advantages to your boss, department, team or company. The value of this strategy is when you seek to improve, you’re being proactive and the ball is in your court. You are in control.
• Surround yourself with forward thinking people who are smarter than you. There’s a lot to be said about the company you keep. Surrounding yourself with these types of people, it makes you want to be better do better. Don’t waste your time with people who are resistant to change or don’t want to change themselves. That only slows you down. You are known by the company you keep and if you keep stellar company, the opportunities will come your way. You can’t help but to continue reinventing and perfecting yourself.
• Get used to living outside your comfort zone. Again, flexibility and adaptation to change are strong assets in this job market. The willingness to change with the times, meet new people, assert yourself and learn new things gives you that competitive advantage.
• Step out on faith and keep it moving. Trust that your higher power will bring you through. Trust in yourself that you have what it takes. The key is not to overthink or panic if things don’t immediately work the way you plan. Remember, sometimes it is in the stars to change course. How you react to it and manage it determines success.
• Realize that Entrepreneurship may be the next step in progression. There is such a thing as maxing out your career. Maybe you’ve gone as high as you can in a company or career path. Investigate opportunities that will allow you to strike out on your own.

So what are you waiting for? Get moving to reinvent yourself today. Life is so much more fun when you mix it up ever so often.

Til next time.

Adrienne Graham

Lunchtime Strategies Webinar- Linking In to Linked In

Ladies, online networking is a mandatory component of your overall networking strategy. If you aren’t on Linked In, or are on but don’t utilize it, you are letting tons of opportunities slip though your fingers. Recruiters have tapped into this tool and are using it to find star talent for their companies. Others simply want to get to know you to keep you “warm” for networking purposes. In either case, you are doing yourself a disservice for not tapping into the power of Linked In. Come join us for a 60 minute Webinar.

• March 20, 2008- Linking In to Linked In- $39-

The web offers tons of opportunities to establish yourself and make solid connections. Join us to discuss how to make Linked In an effective tool in your networking, finding business leads and job search. Learn how to get the most out of the free and paid subscriptions, incorporate Linked In in your job search, build your profile to attract recruiters and hiring managers, position yourself as an expert in your field, how to incorporate online networking with your traditional networking strategies, Linked In Etiquette and how to reach any contact whether you are connected or not.

To reserve your seat visit us online. Seating is limited to 100 attendees. Register today to guarantee your seat.

Tips on Negotiating Salary

Do you know what you are worth, professionally? How much should you be paid in dollars? What about non-monetary pay? Can you demonstrate your value to employers? What dollar value will the employer assign to you (if you let them)? What salary are you willing to accept in exchange for your time and expertise? A few of you probably think you are worth a lot; some either don’t know or don’t feel they are worth more than an employer is offering. After impressing upon the employer that you are the right person for the job, the bottom line becomes money- your labor in exchange for the employer’s cash and benefits. How, then, are you going to deal with these questions in order to get more than the employer may initially be willing to offer?

As a recruiter, salary negotiations are tough. I have the advantage of knowing what the salary range is and it is my job to get a person to accept within that range. It is very frustrating for me when I see someone clearly worth more than what is being offered or even asked for. I often counsel people to do some research before getting far into the interview process so nobody wastes time. I am a huge advocate for fairly paying someone for their talent and skills. It often saddens me to see people, most often women, accepting less just to get foot in the door or because they don’t know they can negotiate.

The salary question is awkward for many applicants who are reluctant to talk about money. They think one must take what is offered because salaries are set by employers. Such thinking is unfortunate, because it means many people are paid far less than what they could be getting if they knew some basic techniques for negotiating salaries. Most people are probably underpaid by $3000-$5000 because they don’t use negotiating techniques. In some cases, it is way more than that!

Demonstrate your value. Salaries are usually assigned to positions or jobs rather than to individuals through salary bands (or grades). But not everyone is of equal value or skillset; some are more productive than others, some are less. Since individual performance differs, you should attempt to establish your value in the eyes of the employer rather than accept a salary figure for the job. The art of salary negotiation will help you do this. Have a list of your verifiable accomplishments handy. Past performance appraisals, letters of commendation, reference letters, certifications, degrees, etc. are important tools in establishing credibility of your perceived value. If you feel you are worth a certain amount, be prepared to back it up.

Research, research, research. I can’t stress this enough. It is far too easy for you to get salary information with a few key strokes. Sites like Salary.com, Payscale.com and Vault.com make it easy to find comparable informations. Also use job sites such as Monster, Careerbuilder, Dice, 2 Figure Jobs, LatPro, etc, to find out what some jobs are offering. Now, a lot of companies won’t list a salary, but some will list a range. Take notes and compare across your industry and in the different regions. You should be able to come up with some good sound ranges of salaries.

Prepare for the money discussion well in advance. You should be well prepared to deal with the question of salary anytime during your job search, but especially during the job interview. If you’ve done your research, you should know the approximate salary range for the position you are seeking. You run the risk of doing yourself a great disservice if you fail to gather this information. You may price yourself too low or price yourself out of consideration. It is always best to be informed so you can be in better control to negotiate. And don’t be afraid to stick to your numbers. Only you know what your comfort level and lifestyle will allow you to compromise on. Keep an absolute minimum in the back of your mind to use as your boundary. No matter what, you will not go below this number.

Hold off on the salary discussion until the last minute. If at all possible, try to keep the salary question open until the last possible minute. As I mentioned earlier, typically, employers will assign a salary or salary range to a position rather than the individual. It’s not really about you or what they think you’re worth. Although they will generally have a range in mind, they still want to see where your head is at and what you would be willing to accept. By asking about salary preference in the beginning stages of the interview, employers are trying to screen out or eliminate candidates. When you are asked about salary, don’t respond with a specific amount. Give them a range that is acceptable to you. If you give them a set figure you have just eliminated your chances of negotiating a better salary. You should try to put off discussing salary at least until an offer is extended. Don’t appear too anxious. Get the employer to state a figure first. By doing this, you will be in a stronger negotiating position.

Questions to ask the employer. Questions attempt to establish the value for you as an individual versus a position. Seek clarification from the employer as to the actual job and all it involves. Emphasize the level of skills required in the most positive way as well as the value of the position to the company. Ask the employer what the normal range is in the company for a position such as the one you are interviewing for. This question establishes the value as well as the range for the position. Ask what the normal salary is for someone with your qualifications. This question further attempts to establish the value for the individual versus the position. This line of questioning attempts to yield the salary expectations of the employer without revealing your desired salary figure or range. It also should indicate whether the employer distinguishes between individuals and positions when establishing salary figures.

So stop leaving money on the table. If you’re still not comfortable negotiating salary, take a class and learn how to negotiate from a place of strength. EVERYTHING is negotiable. But timing is everything. If you play your hand too early, you ace yourself out of a strong negotiating position.

Til next time.

Adrienne Graham

Know Your Worth

Many times, women will go into an interview process without properly knowing their worth. The common gut reaction is to find out what the salary is and make up your mind to accept whatever is offered just to get a foot in the door. We do ourselves a disservice when we don’t take the time to know the market, understand the norms and ask for what we are worth. We leave a lot of money, perks and benefits on the table when we don’t understand the process.

I will be hosting a webinar on Salary Negotiation called “Negotiating Savvy for the Empowered Black Woman”. It s a 90 minute webinar that will be held to open more women up to the power of negotiation. Everything is negotiable, when you do it at the right time. “Seating” is limited to 100 attendees and it is first come first serve. More details to follow about this webinar. In the meantime, figure out your appropriate salary by using this Salary Calculator.

PayScale Salary Calculator

Til next time.

Adrienne Graham
“The Empowered Black Woman” TM