How do I get my employer to pay me what I'm worth on the open market?

Q: I am a computer consultant working at a company that assigns me to work at other companies. My salary is less than average in the region for people with comparable skills. I went to my boss and got an increase that's still less than I'm worth. I think they just tossed me a bone to quiet me.

I like this company even though they're underpaying me. What else can I do, apart from getting another offer and proving to them that the market values me more than they do?

NICK'S REPLY: I would not dangle another company's offer in front of your boss unless you're absolutely ready to take that offer. I've seen many companies usher people straight out the door for doing that.

You might want to tactfully approach management again and tell them you are still dissatisfied because you know you're worth more on the market. My guess is that they don't really care. Without knocking consulting companies in general, it's my belief that many of these "meta employers" aren't as motivated as regular employers to treat employees equitably.

Consulting firms are accustomed to pretty high levels of employee turnover, and they've got mechanisms for dealing with that. They may pay handsomely to bring you aboard, then keep your raises low while your market value goes up until you leave. In the interim they enjoy higher billing rates and increased profits while you decide whether to get up and go. Then the cycle repeats with the next hire. Of course, there are companies with more integrity. I know this sounds cynical, but remember that the consulting business is incredibly competitive.

My advice is to seek out a regular employer where the future might be a little more predictable and where the compensation program is more oriented toward holding on to good employees. You might find the culture more to your liking, too. The best companies are grappling with the issue of retention, or how to keep good people.

If you can't get satisfaction, move on.

THE HEADHUNTER TIP:

Like the offer? Beware the people.

We all prefer to be surrounded by folks we get along with. So why do people accept job offers without checking whether people in the company get along well?

You can't ask whether people get along. You have to see for yourself. But, like job applicants, the employees doing the job interview are on their best behavior. So how do you get a peek at the company's true culture?

Try this, with as disarming a smile as you can muster: "I'd like to participate in one or two of your work meetings, to see how I would fit in. That would give you a chance to assess me in a work setting, too."

This is best done after the company makes you an offer. That's when they're most likely to comply with your request and show you what you need to see.

Copyright 2009. Distributed by Universal Press Syndicate

Nick Corcodilos is author of "Ask The Headhunter: Reinventing the Interview to Win the Job" and the host of www.asktheheadhunter.com. He can be reached by e-mail at seattle@asktheheadhunter.com or at North Bridge Group, P.O. Box 600, Lebanon, NJ 08833. Sorry, no personal replies.