GREED ISN'T GOOD - Page 2 of 2

The best job isn't always the one that pays the most.

Occasionally, employers must pay above the market because they can't attract or keep employees. If an offer seems too good to be true, it probably is. Many of these companies pay so well because they have retention problems. In fact, search professionals cherish one well-known, high-paying software company because its staff is so eager to leave for new opportunities.

A Better Approach
Many candidates who become obsessed with pay issues to the exclusion of other concerns destroy their chances of receiving offers, says Eric Hochfelder, a recruiter in Dallas. "A money focus frequently clouds other critical career considerations," he says. "We call this 'salary creep' and it kills quite a few matches made in heaven." When considering an offer, seek to optimize, not maximize, compensation. Other career issues are more important than pay, and when attained, often lead to higher compensation in the future.
Here's how successful professionals prioritize job-related variables:

1. The career opportunity
   Consider how taking a new position will affect your long-term career path. What's the next logical step in your plan? Does this job provide a chance to increase and market your skills in the future (your ultimate security)? What's your promotion potential, expected learning curve, potential for long-term employment (stability) and possibility of forming mentor relationships at a new company? Achieving some of these goals is often a fair trade-off for a lower initial pay package, says Mr. Hochfelder. "In those cases, the more conservative, long-term opportunity can far surpass the 'quick-cash' alternative," he says.
   
   One journalist earned nearly double her former salary after switching to public relations but was miserable with her career choice. She willingly took a pay cut to return to journalism. It took her 10 years for her salary to catch up, but she was much happier. Ultimately, you must decide what's more important down the road and whether you can achieve those goals in your next job.
   
   
2. The position
   Issues to consider include the job's content, challenge and level of responsibility, the importance and potential impact of the position/department, potential for success, variety of the work and the fun you'll have. Does the role match your skills? What are your prospects for success? Will you enjoy going to work each day?
   
   
3. The company and industry
   Consider the size, history and direction of the company and the industry's probable future. Is the company growing and in a dynamic industry or field, or are you joining the best company in a "buggy whip" industry?
   
   
4. Lifestyle issues
   This includes your location, travel schedule, need to balance work and family, and future stability. Will you be able to have a life? For many professionals, this issue is escalating in importance. A Dallas-based consultant who travels constantly recently says he'd be willing to accept less than his $95,000 annual salary for a corporate project management role that wouldn't require incessant travel. Remember, no one wishes on their deathbed that they'd spent more time at the office.
   
   
5. Intangibles
   How do you rate the company's culture, potential fellow employees, the alignment of its philosophy, values and ethics with your own and the chemistry you'll have with supervisors, peers and/or subordinates? Is this what you want to do? Will you be proud of your work and colleagues?
   
   
6. Compensation package
   Consider your salary, realistic incentive potential, future earnings potential, deferred compensation, benefits and relocation package. Is there growth potential and/or a strong upside? Is the offer fair and reasonable and will both parties feel like winners? Some candidates report that colleagues just received 50% to 100% pay increases to accept new positions. Don't be swayed by these stories. For all you know, your colleagues made poor short-term decisions they'll regret later. Base your career moves on what's right for you and what you can live with.
   If money is more important to you than anything else, consider a sales career - or something illegal. Otherwise, use good judgment. Taking a new job should make career and economic sense, in that order. Decide what's right for you by prioritizing these and other factors. No job is perfect, so allow for give and take. Determine your best possible career step, adopt a win/win attitude during negotiations and do a great job once you start. Do the right things well and good things will happen.
   
   Written by R Gaines Baty
   Reprinted from the:
   NATIONAL BUSINESS EMPLOYMENT WEEKLY
   APRIL 19 - APRIL 25, 1998

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