Re: Consulting - how to negotiate fee increase

[Guest guest]

Sharon,

Even though you are a consultant, it sounds as if you are being evaluated

as an employee. In that regard, you can make a case for both a " competitive

pay " increase and a " merit " pay increase.

The " competitive pay " increase can be based on the fact that " among ALL RDs

in ALL positions, the median hourly wage as of April 1, 2005, was

$23.80. " (Quote is from ADA's Compensation & Benefits Survey) This is

among EMPLOYED dietitians (not consultants) who receive benefits, which are

worth 30% or more of the salary.

So *objectively* presenting the $30 per hour figure as far below market

value nationally as a non-employee/consultant can open their eyes to

reconsider their budget for your services.

The " merit " increase is based on what you've accomplished for them in

measurable terms in the last year.

Yes, flexibility has LOTS of lifestyle value, but women tend to be too

quick to concede pay for flexibility. I've seen this over and over in my

work as a flexible work advisor (my http://WorkOptions.com Web site has

been helping professionals negotiate flexible work arrangements since

1997). Where and when you DO the work (flexibility) is separate from the

VALUE you provide and the pay receive (don't undersell yourself).

Please keep in mind that research shows that having an ambitious target and

presenting objective data (e.g., ADA survey data) produce improved

negotiated outcomes. You can get a free 26-page *summary* of the ADA

survey, which includes that quote above, here:

http://www.membersurvey.com/adaresults/2005CompensationSurveySummary.pdf

I would also encourage you to shift to consultant mode wherein you advise

them of your rate increase (as a self-employed consultant) vs. them

dictating what they're going to pay. You can " check your symptoms " about

your approach to getting more pay here:

http://careercoachrd.com/PassiveAboutPay.pdf

I include eight pages of scripted replies and strategies for common

objections in my raise workbook. You know the ones: " We don't have the

budget for an increase. " " I'd like to give you an increase, but it's not my

authority to do so. " There *are* savvy replies that can get you past those

barriers to put more money in your pocket.

Your meeting next week is an excellent opportunity to position yourself for

a substantial increase!

All the best,

Pat Katepoo, RD

The Salary Coach for Dietitians

http://CareerCoachRD.com

Ready-for-a-Raise Workbook for Dietitians ~ Download it TODAY ~

CDR-approved for 7 CPEUs

http://CareerCoachRD.com/ready.htm

At 07:28 AM 1/11/2007 -0800, you wrote:

>This is all very valuable and timely information.

>I've been consulting part-time at a college and was told the RD prior to

>me was paid 25/hr. The most they could pay me was 30/hour and so that is

>what I accepted. This felt low, but I felt like I was being hired as more

>of a nutrition educator, out of dining services; in fact on my hiring form

>I found out it says :Diet tech, not RD. This I need to have changed. The

>main benefit is schedule flexibility. I do work part-time from home, bill

>for any computer/email time I have with students or the university. Now I

>am working out of health services and am clearly doing clinical dietitian

>work with complicated cases. The company does reimburse my fees for

>malpractice, ADA/CDR fees and up to 150 for CEU's.

>I have my one year review next week and am considering bringing up the

>following points:

>1. The work out of Health Services is clearly more clinical, clearly RD work.

>2. Health Services is planning on billing to insurance in the next year.

>3. 30 is well below the average current consultant pay

>4. I have done workshops for Athletic Services and Health Education,

>teaching students.

>5. I have letters of appreciation from each department I have worked with.

>

>Any other points to make? Unfortunately, with the flexiblity I am

>afforded, I don't really want to walk away from this so I don't have a

>take it or leave it mentality. I just think I need to ask for more based

>on what I see you all getting paid.

>

>Thanks. I appreciate your expert guideance.

>(Is " LD/N " the correct way to note licensure and is it necessary or

>beneficial to put it after our name?)

>

>Sharon Staier, MS, RD, LD/N

>Family and Sports Nutrition

>Cape Cod, MA