The single most common reason people do not get a pay rise is simple: they never ask for one. Salary increases rarely happen automatically. Employers have budgets to manage and no financial incentive to offer more than you are willing to accept. If you want more, you need to make the case yourself.
The good news is that most managers expect to have this conversation. Here is how to have it well.
When to Ask
Timing matters enormously. The same request, made at the right moment, is far more likely to succeed than the same request made at the wrong one.
Good times to ask:
- After successfully completing a major project or hitting a significant target
- During your annual performance review
- When your responsibilities have grown significantly beyond your original role
- When you have received positive feedback or recognition from senior leadership
Times to avoid:
- When the business is going through financial difficulty
- If you have recently received a pay increase
- If you are new to the role — typically less than 12 months in
- If your performance has been inconsistent or you have received critical feedback recently
- When your manager is dealing with a crisis or high-pressure period
Do Your Research First
Walking into a pay rise conversation without data is a mistake. You need to know what the market is paying for your role, your experience level, and your location. Use multiple sources:
- Salary comparison tools and job boards — search for your job title to see what similar roles currently advertise
- Industry salary surveys
- Glassdoor and LinkedIn Salary
- Conversations with peers and recruiters in your field
Once you have a range, identify the specific figure you are going to ask for. Do not go into the meeting with a vague sense that you deserve more — go in with a number you can justify.
How Much to Ask For
As a general guide:
- 3–5% for a standard annual increase in line with performance and inflation
- 5–10% for meaningful role growth, increased responsibility, or significant achievements
- 10–15% or more for substantially expanded responsibilities or a change in seniority
Always ask for slightly more than your target figure — it gives you room to negotiate while still landing where you want to be.
Build Your Case
Before the meeting, document your achievements in concrete, measurable terms. Vague claims do not win pay rises — evidence does.
Instead of: "I have been working really hard this year."
Try: "I delivered three major projects ahead of schedule, reduced our customer response time by 40%, and trained two new team members who are now performing at full capacity."
Think about every area where you have added value: revenue generated, costs saved, time saved, problems solved, relationships built. Write it down and bring it to the meeting.
The Conversation Itself
Request a dedicated meeting — do not ambush your manager in the corridor or bring it up at the end of an unrelated call. Give them the context: "I would like to schedule some time to talk about my salary and progression. When would work for you?"
In the meeting:
- Open positively: Express that you enjoy the role and are committed to the team.
- Present your case: Share your achievements with specific examples and numbers.
- State your figure: "Based on my contributions and the current market rate, I am looking for an increase to X."
- Then stay quiet. Let them respond. Resist the urge to fill the silence by immediately softening your ask.
If the Answer is No
A no does not have to be the end of the conversation. Ask your manager: "What would I need to achieve in the next six months for this to be possible?" This turns a closed door into a roadmap.
If salary is genuinely off the table, explore other forms of compensation:
- Additional annual leave
- Flexible or remote working
- Professional development budget
- Enhanced pension contributions
- A performance-based bonus structure
- A committed review date in three to six months
If after a reasonable period the answer remains no and the market rate suggests you are underpaid, it may be time to test the market. Sometimes the fastest path to a pay rise is a job offer from somewhere else — even if you ultimately decide not to take it.