Here’s my situation: New CFO wanted to make changes and was also unhappy that I had retained a poor-performing employee. The CFO told me I could leave or move to a smaller role in the company. I have been in that role for 2 years and would like to leave for another company in a management role similar to the role that I had initially. How should I address the termination/demotion in a resume and during interviews? Also, my compensation was reduced when I was moved to the lesser role.

The Career Doctor responds:

Anytime you take a lateral or backward step in your career — and many do, you have to be prepared with a story to explain your logic in making that move. So, your first step is to develop that story. Why did you choose not to leave back then? What have you gained from staying these two years? You do not need to be brutally honest with your story, but you do need to have a positive spin on the outcome.

Just remember to never say bad things about the CFO in your story. You can say you had a difference of opinion, but you never want to go any further. Any job-seeker who says something negative about a former boss or company is often pretty quickly eliminated from consideration.

Second, focus on your accomplishments from all your previous work experiences. One of the weaknesses of many resumes I see is a lack of results. And whenever possible, quantify those accomplishments.

Third, sharpen the focus of your resume. All resumes need to clearly define what the job-seeker can do as well as what s/he wants to do. And especially for someone in your position, where you are now seeking the position from which you were previously demoted, it becomes critical to show you are ready for the job again.

I recently went on a job interview where the person conducting the interview asked me how much I made in both my current and previous job. I told the interviewer who then called my past employer and asked him how much I made as well. I was appalled that they did this and don’t really even think it’s legal.

Is it okay for a company I am applying with to contact my past employer and ask him or her how much I was making while employed there? This past employer was not a reference of mine and in my opinion should not have been contacted and asked how much did so and so make when they worked for you.

The Career Doctor responds:

You have to remember that in job-hunting, knowledge is power. That’s why early in the process, it is critical for job-seekers to research prospective employers. But employers always want the upper hand, and in salary negotiation, having your previous salary information means the employer can possibly offer you a lower salary.

I have had job-seekers tell me that some prospective employers demand to see pay stubs as proof of compensation. Never offer salary information until requested to do so.

I understand the value of information, but I detest the idea that a job-seeker’s worth is dependent on the amount of money s/he is currently earning. I believe employers should pay not only what the job is worth, but what the job-seeker’s potential is worth.

So, the lesson here is not to lie or inflate your former compensation just to try and obtain a higher salary. Instead, be aware of your strengths and achievements — and demonstrate the value you’ll bring to the employer.

Employers typically do not divulge much information for fear of lawsuits, but they do provide starting and ending dates, and some will verify salary information, as well as the circumstances under which you left.

Find lots of good information, resources, and tools in the Salary Negotiation and Job Offer Tools and Resources section of Quintessential Careers.

As the new year approaches, I want to start earning what I feel I deserve. How can I get the salary increase and/or promotion that I feel that I deserve from my employer?

The Career Doctor responds:

The new year is a great time for setting your agenda for the year ahead — whether it’s something personal like getting more exercise or quitting smoking or career-related, such as finding a new job or obtaining a raise. Even though you can do these things at any time, the beginning of a year is always a time to take stock and make plans.

The good news is that most salary surveys I have seen in recent months show the first sizeable increase in raises in years. Whether employers are sensing the economy turning around or whether they see the writing on the wall that workers are looking to change jobs, most studies show they expect to hand out much higher raises than in the past few years.

So, you need a plan. It will be easier if you have a scheduled meeting planned with your supervisor, but if you don’t, you’ll want to request one. In the time leading up to the meeting you should document every accomplishment since your last promotion/raise. You want to document how your actions have impacted the department, office, company. Whenever possible, quantify those accomplishments. Please note that accomplishments do NOT have to be cost-savings or sales; you could have written computer scripts that made the company Website function more efficiently, created a staffing system that led to lower turnover, or you could have logged some number of customer service issues/complaints. Accomplishments are simply the outcomes of your job — and ideally show how you go beyond your job description to help your employer.

One final thing to do before the meeting is to get a sense of what people with your experience and training make in similar positions within your company and in other companies. Many professional organizations conduct annual salary surveys and there are also several online salary sources. (Find the sources in this section of Quintessential Careers: Salary Negotiation and Job Offer Tools and Resources.

At the meeting, you can either discuss your accomplishments with your list in front of you or present it to your supervisor so that he/she has something to help document why you should get the raise you request. Make a logical case for your raise; do not discuss how much you need it because your kids are heading to college or need braces…

And finally, be prepared to not get the raise you think you deserve. If that happens, you’ll need to take time to decide whether or not you need to switch employers to get the raise you deserve — which is the more likely scenario.

Finally, read my article, Getting the Raise You Deserve, published on Quintessential Careers.

I would really appreciate if you could please send me some examples about how to ask for a raise. I’ve been at my job for a year now and I am stuck on a few things. I pretty much have all of my ducks in a row and I know I deserve the raise but I really want to make it presentable and professional. Basically I’m looking for a jump start, maybe I should start with a cover letter introducing my specific proposal? What do you think? Anything would help.

The Career Doctor responds:

Anytime we deal with money, whether as a job-seeker talking about salary or as an employee asking for a raise, it’s natural to get a little uncomfortable or anxious. But, as long as you have a plan, asking for a raise should not be a daunting task — especially if you can show exactly why you deserve it.

And I think putting your request in writing is a great idea. It allows you to take the time to really focus on the key issues, to document your contributions and accomplishments, and make as strong a case as possible for why you deserve a raise.

But as you are working on the letter — or even just talking points for those going to an evaluation meeting — remember a few key things.

First, you must be realistic in your expectations. Most raises are modest increases, not dramatic salary changes. If your accomplishments are so great, you might look beyond just a salary increase to some other perks the employer can add to sweeten your overall compensation package. Just be careful not to go overboard in your requests.

Second, always keep the focus on what you deserve for what you do in your job — rather than on what you need. While taking care of an elderly parent is a noble thing, employers don’t care if you need more money because your bills are rising.

Third, use bullets to highlight you key accomplishments in the past year (or in the time since your last review). Quantify those accomplishments whenever possible.

Fourth, set the stage for the next review. If the employer can’t give you the raise you feel you deserve, ask for another review in six months rather than in a year.

Read more in my article published on Quintessential Careers: Getting the Raise You Deserve. And these Do’s and Don’ts of Requesting a Raise may also help.

Your article on negotiating an offer package was extremely useful!! If you have time, I just had a few additional questions about a negotiation I am currently pursuing.

I was offered a position that was only $1,000 more than my current salary, and typically I would try for a much greater improvement. However, since I have inside contacts, I know that the offer is about as high as they can go.

They have already come up once, since I rejected an initial base offer that was below my current base salary, but I want to ask for a change in the bonus structure as well as a change in the job title. I simply want “senior” added to my title to more accurately reflect my experience in the industry.

Should I pad the request letter with other requests as well? Since these are really the only two things that are important to me, I’m afraid they will get passed over in favor of other requests that are easier to meet.

The Career Doctor responds:

Every organization negotiates differently and every negotiating situation is different. But you have a great advantage because you know people in the organization, so get their feedback about the corporate culture and this hiring manager’s views on negotiation.

While you may think you have not done any negotiating, the employer may feel that when you rejected the initial offer, you basically made your point about the compensation. And generally speaking, job-seekers are allowed one shot at making a counter-proposal. Do not drag negotiations too long because there is often a secondary candidate waiting in the wings.

So, talk to your contacts. My sense is that since the employer reacted so positively to your rejection of the initial offer, that you are highly desired — and that you have some flexibility to request a few modifications to the final offer.

The key with a counter offer is to first show your willingness to commit to the employer if it agrees with your demands and then to document why your demands are reasonable and in line with the industry.

Since the employer has already come up in salary, I would not ask for anything more in the counter offer than what you seek. And remember always to reinforce your unique and positive contributions you will make to the employer.

For more hints, tools, and advice, go to this section of Quintessential Careers: Salary Negotiation and Job Offer Tools and Resources.