HOW CAN I GET A START-UP TO BOOST THE JOB OFFER?

QUESTION:
I've received a job offer, but it's not in the range I suggested to the 
prospective employer. It's about $5,000 to $10,000 below the range, 
depending on how big of a bonus I would get. They indicated that 
they're really stretching to offer me what they did.

This is a start-up company that's profitable as of a few months ago. A 
leading IT compensation survey shows that start-ups are offering $5,000 
to $15,000 more than other companies so they can get and retain top 
talent. How should I handle this discrepancy in the upcoming 
negotiations?

REPLY:
First, when a company admits it's "stretching" to produce an offer, 
that's not a good sign. It might also have to stretch to produce your 
paycheck.

Second, start-ups sometimes do offer more than going companies. That's 
for a reason: It's called risk. You take more of a risk in joining a 
start-up, and they're compensating you for it.

But I see no discrepancy in this situation. You asked for a certain 
salary; they offered less. It's their prerogative. They're admittedly 
offering what they can.

If you think they might offer more, you have to prove why you're worth 
it. This might require a business plan that shows how much profit 
you'll bring to the business.

Don't make the mistake of believing a specific company is going to meet 
"statistical expectations." The surveys you read describe a population 
of companies, not any company in specific. You could make a serious 
mistake if you set your expectations of one company based on the 
behavior of an aggregate.

Set your desired compensation based on what you can do for the company, 
not on what someone else tells you it should be.

Finally, everything is negotiable. You win a negotiation when you show 
how the other party wins when it gives you what you want.

Best, 
Nick Corcodilos 
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