Build Your Case: Documentation and Market Research
Build Your Case: Documentation and Market Research
Before you walk into a conversation about a raise, you need two critical foundations: concrete evidence of your value and market data that supports your request. These elements transform a raise request from a hope into a compelling business case.
Document Your Quantified Achievements
The most persuasive argument for a raise is built on numbers. Your manager thinks in terms of business impact, so translate your work into that language. Identify specific, measurable accomplishments that demonstrate your value:
- Revenue increases you've generated or contributed to
- Cost savings through improved processes or efficiency
- Projects completed ahead of schedule or under budget
- New clients acquired or accounts expanded
- Quality improvements or error reductions you've implemented
- Additional responsibilities you've assumed
Collect these accomplishments throughout the year—don't wait until you're ready to ask for a raise. Keep a running document of wins, positive feedback, and metrics that quantify your contributions. When it's time to make your request, you'll have concrete evidence rather than vague claims about "doing a good job."
Written documentation serves another purpose: it creates a reference your manager can revisit. Even if you ask for the raise in person, providing a written summary of your key points ensures your manager has something tangible to share with HR or use during their own justification process with upper management.
Research Your Market Value
You cannot ask for what you don't know is fair. Market research is essential—it tells you what similar roles pay in your industry and geography, and it protects you from asking too little or appearing unreasonable by asking too much.
Start by researching salary data through multiple sources. Look at industry reports, salary websites, and job postings for positions similar to yours. Pay attention to variables that affect compensation:
- Your geographic location (salaries vary significantly by region)
- Company size and industry
- Your experience level and years in the role
- Required qualifications and certifications
- Benefits and perks included in the package
Talk discreetly with peers in your industry. Conversations with colleagues, contacts from professional networks, or people in your field can provide real-world insight into what companies are actually paying. This information is often more accurate than published ranges because it reflects current market conditions.
Once you've gathered this data, determine a realistic range for your position. Identify a target number that aligns with your accomplishments and market research—something that's ambitious but defensible. You might also establish a minimum acceptable increase and a "dream" number to guide your negotiation.
Combine Documentation and Research
The power of your raise request comes from combining these two elements. Your documented achievements show why you deserve more money; your market research shows how much is reasonable. Together, they create an objective, fact-based argument that moves the conversation from personal opinion to business reality.
Spend time preparing these materials before you schedule the meeting. The quality of your preparation directly impacts your confidence and your results.