Q: I’m a marketing sales executive and have been recognized by my boss many times for my contributions to the firm’s success. In fact, he promised me a bonus in 2024 which unfortunately did not transpire. However, I recently learned one of my colleagues—who is not a major contributor to our firm’s bottom line—received a financial bonus. This caught me off guard. I am wondering if I have any recourse to address this inequity?
A: Assuming all that you have shared about your boss’s recognition of your work and contributions is accurate, you may have grounds to reach out and revisit his offer about a bonus.
First, assess your situation before reaching out in what could become a delicate negotiation. It’s paramount that you have a clear understanding of your current position, your value, your strengths, achievements and contributions to the firm and how these factors not only met the firm’s strategic business plan but also exceeded the goals and objectives set by your boss.
Secondly, know your options for a possible bonus. Typically, these options include performance-based bonuses which have specific targets/criteria, such as sales, revenue or customer satisfaction, or discretionary bonuses decided by a manager or organization based on performance, business results and budget. If budget is not the issue and your performance and business results were exemplary, it would seem there is no reason not to revisit this offer from your boss.
Next, prepare a proposal that is realistic, respectful and based on evidence of your performance and accomplishments including the conversation you exchanged with your boss initially to see if this offer still stands. Anticipate possible objections or counteroffers and be prepared to respond and offer possible alternatives. For example, if he offers you a lower bonus than you expected, you could ask for more clarity on how they are calculated or perhaps ask for a different type of bonus that might be more valuable to you.
Finally, communicate your proposal to your boss with data and examples that clearly outline your above and beyond achievements, being clear about the expectations and deadlines that prompted the boss’s initial offer for your bonus. The spirit or tone of your request to revisit this offer should be one that builds trust, expresses gratitude and respect.
If you are working remotely, you can communicate your proposal in an email but offer the opportunity to meet preferably face-to-face—or by zoom or phone—whatever his schedule permits to answer any of his questions or concerns.
Negotiating a bonus requires preparation, communication and negotiation skills, and I do hope these tips will be helpful in facilitating yours. Finally, if you have a trusted mentor/colleague outside the business, you might want to let them review your proposal before submitting to ensure your proposal resonates with the facts and is tone appropriate.
Next time, get your boss’s offer in writing.
Joan Lee Berkman is a marketing and public relations consultant. if you have a question for Joan, send it to business@townandstyle.com.
