The current job market shows signs of improvement, yet it remains less favorable for candidates compared to previous years. This situation can complicate the negotiation of job offers when they finally come through. However, Tessa White, a career coach with two decades of HR experience and the founder of The Job Doctor, assures that successful negotiations are still achievable. According to her, the key lies in being entirely clear about one’s value proposition.
One of the first steps she takes with clients is to help them define their value when updating their resumes and preparing for interviews. A common error job seekers make is believing that their value proposition is solely based on the tasks they have performed in the past. This perspective can restrict their negotiating power since, as White points out, “your leverage is in your outcomes.”
She explains that simply claiming, “I’ve done this before and I’m really good at it,” conveys little substance. Instead, she emphasizes the importance of data in business discussions. Candidates should illustrate their value proposition by detailing the significant problems they have addressed in past roles, how they tackled these challenges, and the results achieved—preferably supported by metrics.
For instance, if a candidate seeks a role focused on entering a new market, they should provide concrete evidence of their previous successes, such as: “In my last position, I achieved a 12% market penetration in this target sector with a 98% customer retention rate.” This kind of information makes the candidate much more appealing.
White further illustrates the difference between merely listing past tasks and demonstrating how those responsibilities contributed to the larger objectives. She advises against just stating qualifications like having two decades of HR experience without context. Instead, articulating a capability such as being the go-to person for rapid growth and organizational scaling can elevate a candidate from simply qualified to the front-runner for the position.
In essence, she advocates for candidates to present a succinct "highlights reel" that focuses on their impacts rather than a standard job description. White concludes that if candidates can effectively communicate their value proposition—what they bring to the company and the specific issues they can resolve—they will be well-positioned to negotiate for significantly higher salaries.