How to make your case for a salary increase in the UAE

How do I ask for a pay rise? I’m good at my job, have a good rapport with my team and have been in the same position for two years. The new year has long passed and there has been no word of a pay increase. So, what is the best way to ask for a pay hike and is there a traditional time for increases in the UAE? KJ, Dubai

It is always a challenge to approach the “pay subject” with your management. As you have been in your post for a couple of years now, look around you and see if it is typical for other hard-working people in your organisation to remain in the same position for long periods. Also, I am wondering if you are seeking a pay increase as a reward for your current efforts and then plan to stay in the same position, or if you wish to take on more responsibility. It is useful for you to clearly define your situation for yourself, as this may affect the way you present your explanations and how people react to them.

I know the turn of a new year may be a time you psychologically feel you are aiming to reach new goals, achieve certain life and career objectives. But do consider organisational performance and whether your department and the organisation are thriving and growing, or simply surviving. If it is the latter then you may really need to think things through.

Once you have established the above, build up your case by gathering evidence. First, it is great that you see yourself as good at your job and having a good rapport with your team. If so, you will have positive performance appraisals from the past two years that you can use in discussion with your line manager.

Equally, if you have met any particular targets or delivered any significant projects, think about how you will describe these. Other options could be using feedback or comments to support your case, such as a complimentary email from a team member, or a note from a pleased client. Similarly, it would be useful to have conversations with peers and clients to establish their views.

It is important to be honest with yourself and think about this situation from the management’s perspective: have you reached your key performance indicators and how are you viewed by your team? Getting senior people to champion your cause will boost your chances of success. The stronger the business case, the more likely it is that you will achieve your goal. If there is more you can do to build your “personal brand”, then I suggest you move this forward before asking for that all-important pay increase.

Take into account the system within your organisation. In terms of traditional pay increases, this varies from organisation to organisation. Many will base it around their performance appraisal process. Others will review at the end of the year, or at the end of their financial year. You should prepare your case to coincide with when you are most likely to receive a positive reaction from your line manager. This could be after a positive appraisal or a successful project completion.

Ideally, you should be in little doubt about the outcome before you enter the meeting. The worst-case scenario should be that you leave the meeting with a clear sense of where and how you need to improve to get the promotion or pay you want. Try to get a time scale around this and an agreement that achieving the targets set will lead to a salary increase and/or a change of position.

Finally, it is also important to think about your role and what your career and life goals are more broadly and how significant this pay increase is. Are you using this to help you measure your own success and achievement, or are you trying to simply earn more? Considering why you want this increase may help you make the choice about whether and when to ask for it, and what steps you need to take.

Doctor’s prescription

It is always a difficult subject to approach and I suggest you gather evidence that forms a strong business case before moving this forward. Think about your personal brand and reputation, build your case, get some solid feedback and find the right place and time.

Alex Davda is a business psychologist and consultant at Ashridge Business School based in the Middle East. Email him at business@thenational.ae for advice on any work issues