More than 50% of people don’t negotiate when it comes to job offers.  Whether it’s fear of the employer’s reaction, fear of losing the offer, fear of conflict or just fear of negotiating poorly, we are paralyzed at the thought of going through the process. REMEMBER, they want YOU and they offered the job to YOU! I always hear from people that they are petrified of having the company retract their offer. Rest assured in all my years of coaching, I have never seen a company retract on an offer due to the fact that the person wanted to negotiate.

Why do we negotiate anyway? Well for one, your future raises are based upon your starting salary. Studies show that lifetime earnings are significantly higher for those who negotiate their starting pay. Many who do it the first time will likely try again for a promotion, in turn earning them more than the person who never tries. Another way to think of it is that it is like making thousands of dollars in mere minutes. Think about it this way, if we are capable of standing up for ourselves, then will be the first to stand up for their company when the time comes, especially in sales/marketing positions. Employers tend to have a more favorable impression of employees who negotiate (assuming their approach was professional). In the end though, you will be happier and they will get a great employee, creating a win/win.

Most companies are expecting you to negotiate.  Having worked in HR, I know that it is common for a company to come in at their lowest possible offer, knowing that you will likely just take it. They also will come in low to ensure room for movement in case you do decide to go the negotiation route.

Notoriously companies industry-wide know that most of their candidates would cut off their right arm and their left foot to get their foot or now lack there of in the door, so they really don’t negotiate much with the newbies. Those that have worked in the industry and have a few more gray hairs to show for it know that they are worth more and will be more inclined to fight harder for better pay.

Many companies will also try to get you to give them a number early in the process to see what you are willing to take. There are a myriad of ways to answer the salary question. Your goal is to try and get them to throw their cards down first. I say NEVER give them a number right away, instead do everything you can to tip toe around the question with responses like:

• “I’d be happy to discuss the issue of salary as we get further along in our conversations about this opportunity.”

• “Of course salary is important to me, but at this point I am much more concerned with whether or not I am the right person for the job and if this company and position is a good fit for me.  Once we determine if I’m the right person, I’m sure we can come up with a salary amount that is satisfactory for both of us.”

• “I assume a range has been set for this position and wonder what the organization has in mind?”

Once the offer has been made a possible counter offer could be:

• “Through my research the salary range for this position is $xx,xxx – $xx,xxx.  Taking this into account, along with both the needs of this organization and the experience and skills I would bring to this company, would you consider a salary of $xx,xxx.”

• “Based on my experience in this line of work and my current salary, I was expecting an offer closer to $xx,xxx. Would there be possibility of bringing me up to industry standards upon a 6 month review?”

Keep in mind that money is not the only means of negotiation. People tend to forget all of the other awesome things we can play around with when going through the negotiation process.

• Paid time off (vacation/personal/sick days)
• Professional development conferences
• Flexible schedules or work from home
• Review and raise in 3-6 months
• Relocation costs
• Parking costs
• Signing bonus
• Laptop, cell phone, internet access, car
• Fitness/Wellness plans
• Childcare

The key to a successful negotiation is to make it mutually beneficial for both parties. The last thing you will want is to walk away having accepted a job or a promotion that did not satisfy your expectations or to have an employer annoyed at your negative attitude throughout the process. Make sure you do your homework.

• Know the market/ Do your research www.salary.com or www.payscale.com (NOTE: Expect positions in the action sports industry to be between 10-15K less than most other industries)

• Create a list of fresh achievements
• Know your boss
• Rehearse
• State of the company
• Schedule an appointment

Knowing the basic rules are also key. Know what you are willing to take and be willing to walk away if a mutual agreement can’t be reached. As I mentioned before do your best to get them to give a number first. Make sure you get EVERY, yes EVERY offer in writing! Don’t lie about other offers or misrepresent yourself as this could backfire so fast you won’t know what happened to you. Know your worth/salary range for job in that industry/area. Be firm but flexible and last but certainly not least, be confident that you are the best thing to ever happen to them and they need to give you a new Porsche, mansion in the Hamptons and a salary bigger than LeBron James.

I have worked in higher education off and on for several years and I have seen more and more young people entering college with aspirations of working in the action sports industry.  They are pursuing highly competitive and coveted internships and working their tails off for little or no pay, just to get their foot in the door.  The competition is fierce and many companies out there are looking for students who already have experience.  The conundrum I always hear from students is, “I am getting an internship to gain experience but they want someone with experience.  What should I do?”

This is often the case in most companies now as they want at least junior status and experience.  Although this can be frustrating for many it is not the end of the world.  The sooner you get involved the better.  If its events work you are thinking about, start a contest at your local skate park, volunteer to work at an event that comes to your city or at your local mountain.  You could also get involved with your school’s skateboard, snowboard or bike club as a student leader.  In these positions you are not only networking but you are showcasing your organizational, fund raising/soliciting, and marketing skills amongst many others.

If it is sales you are interested in, try working at a snowboard/skate or bike shop or consider looking into ambassador programs with companies.  Sometimes ambassador programs are reserved for b team riders/skaters but it doesn’t hurt to inquire about it. Knowledge about the product is key to any sales position and the ability to effectively communicate, present and persuade is crucial.

Aspiring writers may want to start a local zine, column in your school newspaper, website or  blog.  Showing that you are on top of the latest news and trends will really help you land that internship. Interviewing people in the industry is also another way to network.  Most people love to talk about their work and would be psyched if they were to be interviewed for a website or even a school newspaper.  Now you will have a contact!  The key is you don’t want to abuse the contact.  You may want to shoot them off an email a couple times per year just as a, “Hey how are you?” type of thing but don’t think you are going to be best friends and Facebook them every day.  Remember to tread lightly.

These are just a few strategies to get you started but keep in mind there are a bunch of different areas within each company such as finance, accounting, law, human resources, sales, PR/marketing, quality control, customer service, management, engineering, IT, web programming and design.  This way you already have experience coming into an internship and you can actually contribute to that company.

Most action/outdoor sports companies offer internships.  Many of them are unpaid but offer an awesome experience.  Usually internship opportunities are listed on their websites and require a resume/cover letter.  For summer internships you want to start looking in January.  Most companies will not get back to you until April or May but you want to get out there early to show that you are on top of things.  For fall internships be prepared to start looking at the beginning of summer.

It is more beneficial for a company to hire an intern that has been working for them for a year or more and knows the ropes than to hire someone from outside.  This way they can evaluate their investment before purchasing.  The benefit for them is that they get to know you and your work ethic and abilities and don’t have the burden of paying you a salary or benefits.  The benefit for you is that you are gaining valuable experience to put onto your resume and you can try out the company to see if that is where you really want to be.

Companies in the action sports industry are usually operating with minimal staff, budgets and time.  Make it easy on them and bring something to the table from the get go.  Think about what you can do for them.  How would you contribute to their success?  Yes, even as an intern you need to think about how you will be an asset to them.  Companies often don’t have very much time to train you and will often throw you right into the middle of the ocean and ask you to swim to shore from day one.

Almost everyone I know in the industry networked and interned at a company before getting that job offer.  Often times they were up against several other qualified interns vying for the same position. So stand out by taking initiative, being on time, and being professional.   Take in absolutely everything you experience.  Companies will see this and may offer you a job based upon your ability to work hard, contribute and be a team player.  You WILL reap the rewards in the end.

I can’t tell you how often I hear clients say, I don’t even know where to begin or I don’t have any idea how to market myself.  The truth is that we can all market ourselves if we need to.  Just following these simple guidelines may help bring out your inner-marketeer.

I believe that personal branding and networking go hand in hand.  If we don’t know what our personal brand is, then how are we going to market ourselves to people we meet?  I am not saying that every time you meet someone you have to have an all out elevator pitch, but at the very least, know who you are, what you are looking for and what you have to offer.

In most industries networking is all a part of the job.  In the action sports and outdoor industries everyone tends to run the same circles, which is a good thing.  Many people in action and outdoor sports travel all over the globe meeting hundreds of people each year.  Trade shows and industry conferences are a gold mine when it comes to adding some names to the old Rolodex. (Those under the age of 30 would call this your Outlook contacts).  Someone you may meet at ASR, Interbike or ISPO is likely to know at least one person you know and all of a sudden the world gets a little bit smaller.  Work this to your advantage.  Knowing people is typically what gets you the job or at the very least an interview.  Having worked in HR, I know that if an applicant has a connection to someone in the company they will go into the “yes” pile.  Now-a-days it is almost crucial to have a contact within a company you may want to work at.   The market is saturated with unemployed yet well qualified candidates who are just waiting in the wings for that offer letter.

Make networking work for you.  When you meet someone and get their card or connect with them on Facebook/LinkedIn.  Just so that you make sure you remember what you talked about, after your initial meeting, take a second to write something you talked about on the back of their card.   This way you can help jog their memory when you send a quick follow-up, “It was great to meet you” email.  By dropping them a line every six months, you are keeping that contact fresh.  Ask them how things are going on their end and how things are rolling along for you.  It doesn’t need to be a novel just a quick Facebook message or three to four sentence email will do.   This way they will be more inclined to not only remember you but work for you  if the time arises when you may need their help.

LinkedIn is becoming a great space to not only network but to have others recommend you as well.  Companies are looking at LinkedIn as a great resource for potential employee information.   Create a comprehensive profile showcasing your assets and have others recommend you.  Employers will take notice as to what others write about you.  They are also looking to see how many network connections you have and the quality of those contacts.  Your network can be a very attractive selling point to a potential employer because who you know may help them.

There are many different professional organizations in these industries that will help you get your networking on.  Each industry has their own professional organizations but I figured I would name a few.  Women in Action Sports, aka WIAS ,  is a great place for women to connect with other women in the ASI.   Their group is about 350 strong and you can find them on LinkedIn.  WISE or Women in Sports and Events is also a great organization to link up with to begin to meet other women in sports at their different events across the United States.  Action Sports Connect sports over 6000 members on LinkedIn and it is a great place to network with other people in the industry.  The Outdoor Industry Association, (yup you guessed it OIA) is specific to those working in the outdoor industry.  Within every industry there are networks to suit your area of expertise to include, marketing/PR, product management, graphic design, engineering, etc. 

In 2009, 64% of companies were Googling potential candidates to gather more information prior to interviews.   In some cases I have seen it work against a person but on the flip side you can make it work for you.   Do your homework before any interview.  Be aware of dirt a potential employer may dig up about you and be prepared to speak to it.  Make sure your profile picture on any social networking sites would be attractive to companies you are applying to.  For instance if you are applying for a product manager position at a surf company you may want to change that profile pic to a shot of you dropping in on a nice set.  Blog about new trends and ideas you have about your industry.   If you are a designer make sure you have an online portfolio or a website of your work.

Be unique.  This is something I hear over and over again from companies I speak with.  Be unique, but obviously have the experience to back it up.  A friend of mine once sent a cover letter to a company which he targeted specifically.  He was a designer and he knew the company culture well.  His cover letter was full of beer references and obscenities with a non-conformist spin.  This was also the culture of the company of which he was applying to.  Needless to say his homework paid off  next thing he knows he has his dream job at his dream company.

Lastly, think about the “What Ifs”  Be prepared for the unexpected as it may prove to save your ass from the unemployment line.

I have spent most of my life actually knowing what I wanted to do when I “grew up,” which is more than I can say for about 90% of the world’s population.  I felt almost guilty at times for being so sure about what I wanted to do, when most of my friends sat in contemplation upon graduating from college.   Many would resign themselves to the fact that they would have no choice but to go back home and attempt to begin a new life with mom and dad and this thing called a bachelor’s degree.

It was 2001 and jobs were scarce.  We all thought we could rule the world.  Well at least that’s what our professors lead us to believe.  Man they couldn’t have been farther from the truth.  I had always held a job since age 15, so I thought that I would have no problem.  You name it, I had done it.  I had been a nanny, picker and packer for a medical supplier, telemarketer, administrative assistant/receptionist, HR recruiting assistant, retail sales associate for a major sports retailer.

I knew that I had a ton of transferable skills, accompanied now by a degree in social work so I was definitely going to get a job.  With my bachelor’s degree in hand, I ventured out into the world with the utmost confidence, however, all of our professors neglected to mention that we were in a recession and the rules had been changed.  There were very few jobs available especially for new graduates.  Lesson # 1 You can never be guaranteed anything in life other than death and taxes, unless you don’t pay taxes and you are a vampire. Interviews were reserved for those with master’s degrees and extensive experience.   I realized after a couple of months that without that master’s degree, I was pretty much dead in the water.   At this point after shooting off over 250 resumes in 4 months and realizing that going back to school was not an option, I settled on a different career direction, snowboarding.

I was offered a position running a non-profit snowboard program in Boston but declined as it had no health benefits, inconsistent hours and was only temporary.  It was at this time a friend of mine, who worked for the Department of Social Services in Western Massachusetts mentioned that there was a group of schools in the area that wanted to start an outdoor recreation program. My thinking at the time was, sweet I can start a skateboard and snowboard program for troubled youth and I will get paid to do it.  Who wouldn’t want to do that?  I drafted up a proposal and sent it to the school and the next thing I know I am the proud director of a snowboard and skateboard program making 25K per year, emergency medical insurance only with a $3000 deductible no dental and no vision, no negotiation necessary.  AWESOME!

Wait?  Not awesome! What was I thinking?  Had I any idea how much money I needed to pay Uncle Sam, Sallie Mae, and the US Department of Education?  Not to mention my car, my rent, and you can forget about fun because that didn’t exist on this salary.  Here was my Lesson #2 ALWAYS negotiate, ALWAYS! The worst they can say is no.

After struggling for 6 months working 14 hour days and taking on entirely too much, I realized that I needed to part ways with my “dream job” and find something that was going to pay the bills.  I took a year-long temporary position at a private woman’s college in the Boston area, meaning I was forced to move back in with my parents.  At 23 years old I felt like a failure as I swore up and down that I would never go back home.  Lesson #3 Accept help when it’s offered, don’t be a dumbass, Take it!

During this time my father lost his job and at 57 years old and found himself asking the existential questions we all ask ourselves.  What is my purpose?  What am I good for?  I watched his struggle firsthand and lived it with him.  Lesson #4 Even at 57 you can still not know what to do with your life. In my attempts to help my dad, I found myself reading every book I could get my hands on and researching every job search strategy and tactic that existed on the internet.

I spent the next 5 years researching career trends and planning my next move.  I needed to go back to school but I needed a plan.  I was a nanny for a family in the Boston area making a decent amount of money, traveling all over the place with my 7 weeks paid vacation per year and enjoying no stress, but this job was not going to last forever and I knew it.  In the summer of 2005 I left my job for greener pastures in Burlington, Vermont with no job lined up.   My plan was get a job at the University of Vermont and have them pay for me to go back to school to get my degree in Career Counseling and Professional Development.  Everyone I told thought I was crazy for leaving my “cush” job for no job but I knew in my heart it was the right move for me.  

I took a part time job as the director of an after school program to get me through until I would land that job at UVM.  I had been applying to the university for the last couple of years and had no luck.  Actually it was 22 applications to be exact.  I applied to everything from administrative and admissions positions to coordination and advising positions.  I knew I could be successful in any of those positions with my wide variety of skill sets, but to UVM it may have appeared as if I were lacking focus. Lesson #5 If you are applying to the same company over and over, don’t apply for just anything otherwise you look desperate. Make sure you have focus.

I was a persistent little lady but with 22 applications and no movement, I knew that I needed to make a change to my tactics.  I decided to take a new approach by hand walking my resume into the office.  After a brief introduction, I found myself shaking the hands with the hiring manger.  After the interview process I sent them a book related to some of the initiatives they happened to be working on.  You are probably thinking, she totally got the job.  Well you are wrong but what I did get upon my asking for any feedback on my interview, was a great reference, if I should apply to any other position at the school.  That is what lead me to the job that paid for my graduate education.  Lesson # 6 Think outside the box and send a small token like a book along with your thank you note. Oh and yes a hand written thank you note is highly unusual now-a-days but is a ticket to a final interview or even an offer. Lesson #7 If you don’t get the job contact them and ask if there was anything you can improve on for next time.  The only thing it will hurt is your pride for a second until you realize that the next time will be an improvement.

Don’t worry this dissertation is almost over.

During the time I spent working at the business school at UVM I networked with many alumni.  I knew that these connections would help me later on down the road when I would need connections in the business world for my future career as a career professional.  Lesson # 8 Stay connected!  Network your pants off!  You never know who is going to give you your next job.

I stayed true to my path and continued to pursue opportunities in the career counseling field but kept finding the proverbial door being slammed in my face.  It was at this point where I thought maybe I am not meant to be a career counselor.  I knew that I was great at building relationships, writing and had a passion for the action sports industry.  My networking skills proved to be the ticket as a contact of mine had a PR position open at his company, so I jumped ship and found myself working for one of the top youth and action sports marketing agencies in the biz.  I spent my days working with endemic media outlets, talented athletes and consulting for some of the most recognizable brands in the space.

However, only nine months in I knew something was wrong.  I wasn’t leaving work every day with a sense of self-fulfillment.  I was stressed out and working 12 hour days all the while feeling empty.  I knew that this was the opportunity of a lifetime and that I should be grateful to travel, party and shmooze with people.  No sooner did I realize this when a former colleague of mine mentioned that a position was coming up at a small private Vermont university for an assistant director position within their Career Development Center and she was going to put in a good word for me.  Three weeks later I found myself accepting the position and facing my boss for my resignation.  Lesson #9 It is natural to feel bad when giving your resignation.  But remember that there is always another person chomping at the bit for your job.  Your boss will forgive you, eventually.  Oh and you may want to check out their resignation policy before you actually resign. Sorry that was kind of two in one.

In the end my gut told me where I needed to be.  No apologies needed.  Lesson # 10 Be patient and your time will come.  Listen to your gut except when you are wearing drunk goggles.

Although I have traded my hoodies and jeans for professional attire in the workplace, I am much happier for it.  I truly love my job but still have a passion for action sports industry trends.  I have coached many people in action sports over the years with career exploration, strategy, negotiation and personal branding and I hope to bring some of that knowledge to you with a touch of humor for good measure. – Ciao