Show Me the Money

I just received a question from someone looking to make a move to a bigger market. The bigger market wanted her to move for less money than she was expecting-- and also take a writer position (that might turn into producer position). My advice to her-- and my advice to you when you're looking at any new position-- is hold out for what you want. Even better-- ask for what you want. Lots of times we assume that when a prospective employer says "Here's what I got for you" that's really all they got. In reality, when a company or manager wants you, they have flexibility to find extra cash and/or can shuffle things around in your favor. The number they mention can be just the first offer in a neogitiation. Remember, the only negotiating power you really have is when you're coming in to a new shop. An example from my own experience-- I moved up markets and thought I had made a good deal for myself. Then I met and became friends with the gal who did the exact same show across the street at the competition. She was making $10,000 more than me and that was before overtime (did I mention I wasn't getting overtime?). I felt like an idiot and stewed about it. But who's fault is it if you're not getting paid what you're worth?

To that end, I just read a decent TV related money book-- from the co-anchor on "Morning Joe." It's "Knowing Your Value" by Mika Brzezinski. In it, she details her job related money mistakes and offers tips from experts. An even better book is "Women Don't Ask." It's targeted to women, but it can be helpful to anyone. Basically the premise is that women, more than men, don't like to negotiation and that this cuts them out of big bucks. For a sampling of just how much you'll lose if you don't negoitate well, check out the scary sampling of stats on their website.
Here's a teaser:
"By not negotiating a first salary, an individual stands to lose more than $500,000 by age 60—and men are more than four times as likely as women to negotiate a first salary."

Contracts and Negotiating Pay

I got an email about contracts so I thought I'd pass along some info I had in response to it.

I don't think contracts are a good idea for producers because producers don't get anything out of it. It's not like with an anchor contract where you can get more money or perks-- they're not paying you more because you're under contract. They just have peace of mind that you won't leave anytime soon. I get why News Directors like contracts. Producers are a hot commodity and they're likely to lose you if they don't sign you to a deal. That is not your problem. Your problem is trying to get the best deal for you-- and all of your negotiating power rests in the fact that you can get another job offer and leave. Don't give up that power lightly. I once had a station say they wouldn't even INTERVIEW me unless I agreed in principle to a 5-year contract. You know what I did? I said thanks so much and walked my act someplace else. I don't regret that decision one bit because I got plenty of offers after that one.

Instead of a contract, say you'll sign a no compete, meaning you can't walk across the street to work for the competition. If you must sign a contact, make it the shortest you can and leave yourself outs. What are outs? One example, on a two year deal, during the last six months, you're allowed "out" of the contract if you get an offer from a Top 20 market say... or your hometown... or a network. Make it as big a hole as you can for as long of the contract as possible.

YOU HAVE NEGOTIATING POWER!!! USE IT!! Don't be meek. Ask for more than you think they would ever in their right mind give you. You can always back off. Women especially have been proven, in general, to be poor negotiators. If you negotiate your first salary for 5,000 less than what someone else is getting, that might not seem like much, but when that first salary is used as a starting point for your next job, you can see how over a few jobs, you will get hosed big time.

While we're at it-- trying NOT to disclose what you are making currently. Instead, try to find out what producers are making in that market. Do that by asking anyone you know who works or has worked in that market. People gossip. Don't find out, as I did once, AFTER you've moved to a town... that a producer across the street is making 10 grand more than you. Or again in my case (same job), don't find out by watching a documentary, where a station in the same company was paying its producers 10 grand more. In a much smaller market. Ouch!!!!

No one will fight for you but you!!! And look-- you are valuable!!!! Get paid every penny of what you are worth because you will be working hard! REMEMBER: For every reporter opening, there are a million resumes. For every producer opening, even in big markets, a lot of times, there are just a handful of candidates.

RTNDA Salary Survey

If you're about to switch markets and have no clue what to ask for... here's help.

http://www.rtnda.org/pages/research.php

Talking turkey

A friend called me for advice about asking for a raise. In TV, of course, the easiest way to get a raise is to have a job offer elsewhere. In fact, the biggest raises I've gotten have been when I've jumped ship. That said, it certainly doesn't hurt to ask for more money at your current job.

Prior to going into the boss man's office, it helps to sit down and assess your value to the company. Generally, companies don't give you more money because they're nice. They give you more money because they think you add to the bottom line and they don't want to lose you. Has your job changed or have more duties been added? Have you started some new programs or done things on your own that have benefited the company? Sit down and make a list of everything you do. You can bring in the list or not, but I am a big fan of props. I like to bring in a sheet of paper or maybe a tape of my work to say, look, here's what I've done for you. You can also do this for your normal yearly reviews. ((If you don't have one-- schedule one. They handy ways of getting RARE feedback.))

Make an appointment to speak with your boss. Don't just grab him or her in the hallway. Make the appointment for a time when he'll be most receptive. Is your boss happy in the morning but seems to get progressively more cranky during the day? Is your boss overstressed the minute he gets in but mellows when he's watching the show? Book your five minute appointment for whenever he seems happiest. It also helps to talk with a coworker who knows your boss well to see what approach might work best.

You have nothing to lose by asking for a raise. When I was a writer in college, one of our fellow writers marched in to the news director and demanded one. The writer said he could make more money at his old job at the Cracker Barrel. He told the news director as much. The writer came out with a raise. The rest of us were fuming. Why did he get more money and we didn't? It's because he asked. And also because he was willing to walk if he didn't get what he deserved.

One final note. This website might be helpful in your negotiations. It's RTNDF's annual salary survey:
http://www.rtnda.org/pages/research.php

Contracts: Good for producers?

Are contracts a good deal for producers? I say no way. I have never signed a contract, nor will I. A contract for anchors and reporters is one thing-- they can actually negotiate pay, clothing allowance, etc. For producers, it's just a way to keep us in one place-- and you're generally not getting more money in the bargain. Contracts for producers I think got popular because there's such big turnover. And with good reason. Producers, even bad ones, are hard to find. Hire a good producer and they're likely to get offers to produce in bigger markets or they get promoted into management either at their own or another station.

My take? Don't sign a producer contract. Or at least, never sign anything more than one or two years! You're worth is based on your ability to pick up and leave. It is the only negotiating power you have.