Most job seekers believe that salary negotiation
starts once they have an offer in hand, but nothing
could be farther from the truth.
In fact, your resume can make the difference between
negotiating at the top end of the salary range-or the
bottom end-in your next job offer.
If that sounds strange to you, consider the following
A prospective employer's first impression of you
is created entirely by your resume.
The employer's first impression of you will
assign a value and build a level of urgency for
the employer to contact you-before someone else
First impressions are nearly impossible to change.
If your resume sells your skills short, then you
can't expect to receive offers at the upper end of
your salary scale. Your current
resume could be losing you thousands of dollars in
income power. By making a few key
changes in your resume now, you can position yourself
for higher salaries in the future.
There are three resume strategies for promoting high
salary negotiation success:
1. Show that you are a high
return on investment with quantifiable results.
Many job seekers throw around the phrase "results
oriented", but they fail to back it up with concrete
evidence-leaving the reader to conclude
otherwise. You may feel that you
have no quantifiable evidence of your value in
previous jobs, but every job has quantifiable results
that can better reflect your worth on your
resume. Revenue, sales dollars and
material costs are not the only results that use
Consider using the number of man-hours saved in
process improvements, the percentage of repeat
customers, or the number of peers helped by a
particular efficiency to help reflect your
abilities. Every employee is hired
to solve problems, and most problems have some
quantifiable element at their
2. Illustrate the breadth of
Notice the use of the word "breadth" rather than
"length" of experience. Just
because a candidate has been doing a job for a long
time does not necessarily mean he is worth
more. Breadth of experience
focuses on quality, not quantity.
There are two key ways to express breadth of
Since industry expertise is usually in high demand,
you can show your value through insider understanding
of industry issues.
If your career spans many industries within the same
occupation, highlight the transferable skills that
have enabled you to bridge the gaps from industry to
3. Entice the reader to want to
know more about you.
Job seekers often make the mistake of assuming that
the job of their resume is to inform the
reader. Not so!
The ONLY job of your resume is to entice the reader
to want to know more about you.
What that translates to is an understanding of what
to include and what to leave off your
resume. Too much detail can
distract the reader and lose his interest, but not
enough information, and the reader will wonder what
you have been doing with your
life. A proper balance between
detail and result will win the reader's interest and
leave them saying, "I've got to call this guy for an
A professional resume writer can create a resume that
sells you as a high return on
investment. By portraying you as
someone with great breadth of experience and a wide
range of critical skills, potential employers will
see you immediately as someone of high value,
building their vision-and your self-confidence-of you
in the upper end of the salary