Tag: major

A woman who made a $30,000 leap says there’s a major mistake to avoid when negotiating your salary


Claudia Telles scored a $30,000 raise at a Chicago-based hospital.

The 28-year-old went from making $41,000 on the business-operations team to $72,000 as a quality specialist — and she plans to double her new compensation in the next two years.

A crucial part of negotiating such a substantial raise was steering clear of a common yet costly mistake: disclosing your current salary.

“I never brought up my old salary,” Telles tells Business Insider.

Despite transitioning within the same company, she was working with a separate HR team than she did when she first applied three years ago, meaning she was able to keep her $41,000 salary confidential.

Revealing your salary history has the potential to negatively affect your income for your entire career.

“How are you ever going to increase your earnings if every time you change jobs, you get a tiny raise over what they paid you at the last place?” writes Liz Ryan, founder and CEO of consulting firm Human Workplace, in a post on LinkedIn. “We’ve gotten used to the idea that the question ‘What were you earning before?’ from a prospective employer is perfectly reasonable. It’s not, of course. Your personal finances are your business.”

How do you avoid the question without hurting your chances of landing the job?

Telles emphasized that the position she was applying for was completely different from her current role, rendering her salary irrelevant.

She then focused on presenting her value to the company.

“I was really able to showcase that I knew what was going on and could do the job effectively,” she told Business Insider. “I told them that for the type of work that needs to get done — and will get done — this is the type of salary that would be appropriate.”

One recruiter recommends using the line, “I’d be glad to help you assess what I’d be worth to your business by showing you what I can do for you, but my salary is personal and confidential, just as the salaries of your own employees are.”

Remember that there’s nothing wrong with politely but firmly declining to disclose your salary history. You never know — it could be the difference between a $5,000 raise and a $30,000 raise.

SEE ALSO: 7 steps to salary negotiation from a 28-year-old who made a $30,000 leap

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10 major differences between successful and unsuccessful people

There are a lot of things that set successful people apart from their unsuccessful counterparts. A few of them were highlighted on a postcard Dave Kerpen, CEO of Likeable Local and author of “The Art of People,” received back in 2014 from a fellow entrepreneur.

Kerpen wrote in a LinkedIn post that the postcard has had a profound effect on him, “reinforcing values I believe in and reminding me on a daily basis of the attitudes and habits that I know I need to embrace in order to become successful.”

We recently spoke to Kerpen, who shared a few more of the biggest differences between successful and unsuccessful people. 

Here are 10 of our favorites from the postcard and our interview with the Likeable Local CEO:

BI_Graphics_Differences between successful people and unsuccessful people_02

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13 major differences between successful and unsuccessful people


In 2014, Dave Kerpen, chief executive of Likeable Local and author of “The Art of People,” received a postcard that illustrated the traits and behaviors of successful and unsuccessful people.

The card came from fellow Entrepreneurs’ Organization member Andy Bailey, the chief executive of Petra Coach, a business-coaching service. Although the two CEOs have never met, Kerpen said in a 2014 LinkedIn post that the postcard has had a profound effect on him, “reinforcing values I believe in and reminding me on a daily basis of the attitudes and habits that I know I need to embrace in order to become successful.”

The postcard, at right, points out 16 big differences between successful and unsuccessful people. Below we highlight six of our favorites, plus seven others Kerpen shared with us in a recent interview.

Read on to find out what distinguishes superstars from everyone else:

SEE ALSO: A Harvard psychologist says your success in any situation hinges on 3 things

1. Successful people embrace change; unsuccessful people fear it

“Embracing change is one of the hardest things a person can do,” Kerpen says in his 2014 LinkedIn post.

With the world moving fast and technology accelerating at a rapid speed, it’s imperative that we embrace these changes and adapt, rather than fear, deny, or hide from them, he says. Successful people are able to do just that.

2. Successful people talk about ideas; unsuccessful people talk about people

Instead of gossiping about people, which gets you nowhere, successful people discuss ideas.

“Sharing ideas with others will only make them better,” Kerpen says.

3. Successful people accept responsibility for their failures; unsuccessful people blame others

Truly successful leaders and businesspeople experience ups and downs in their lives and careers, but they always accept responsibility for their failures.

He says blaming others solves nothing: “It just puts other people down and absolutely no good comes from it.”

See the rest of the story at Business Insider

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This former ad agency CEO says the ad industry has 3 major delusions holding it back

bob hoffman

Bob Hoffman is the former owner and CEO of ad firm Hoffman/Lewis. After 22 years of experience with his own ad firm, Hoffman is convinced that “the marketing and advertising industries are currently in state of great confusion.”

Hoffman has become known as the “Ad Contrarian.” He sold his firm in 2013 and since then the caustic, but funny ex-ad man has made a name for himself in critiquing the ad business.

Speaking at the Shift 2016 conference in London on Tuesday, he said that there are three major misconceptions clouding the industry: “All of these delusions have one thing in common: they take a little bit of truth and then they distort it and they exaggerate it and they torture it to the point at which it does our marketers more harm than good.”

1. The brand delusion

The first mistake advertisers make is thinking that other people actually care about their brands.

“Creating a strong brand should be every marketer’s primary objective and the highest role of advertising is to create a strong brand. But our industry has taken these truths and twisted them into silly fantasies,” Hoffman said. “There’s a widespread belief in our business that consumers are in love with brands. That consumers want to have brand experiences and brand relationships and be personally engaged with brands and read branded story telling.”

One consequence of “all this baloney” is that the industry has spent almost 10 years and “billions of dollars exhorting people to join the conversation of our brands.” But it’s still unclear what that conversation is.

Hoffman continued: “People have shaky jobs and unstable families, they have illnesses, they have debts, they have washing machines that don’t work, they have funny things growing on their backs, they have kids that are unhappy, they have a lot of things to care deeply about. It’s very unwise to believe that they care deeply about our batteries, our wet wipes and our chicken strips.”

2. The digital delusion

The next false belief that Hoffman says is damaging the ad industry is the over- exaggeration about the importance of digital.

He said: “As a result of all our reliance on digital technology, we have made a very incautious leap of logic. We have assumed that digital technology has made irrelevant everything that came before it. For over 10 years, we’ve been hearing about how a digital revolution was going to change everything. It was going to kill advertising, it was going to kill traditional marketing, it was going to kill everything in its path.”

bob hoffmanHe added: “Just walk outside, it’s everywhere. It’s on every burger, every bus, every t-shirt, every bench, every theater ticket, every square inch of the f—— planet is covered in advertising.”

Hoffman then talked about ad fraud — the issue of marketers’ money being wasted because online ads are being served to bots rather than people —  and the other problems associated with display ads.

“Marketers are pouring more and more money into online advertising. They don’t know what they’re buying, they don’t know who they’re buying it from. They don’t know what they’re getting, they don’t know how much they’re paying. If there’s a better definition of being on Mars, I’d like to hear what it is,” he said.

3. The age delusion

The final problem Hoffman talked about was the “age delusion.” He thinks the advertising industry is far too concerned with grabbing young people’s attention, when, in reality, the most lucrative market is the over 50s.

“You know all the awesome millennials we see in car ads? In the US, people aged 75 to dead buy six times as many new cars as people aged 16 to 24.” He asked: “Do you really think it’s a good idea to avoid these people?”

While those over 50s tend to have much more spare money to spend than their sons and daughters, proportionally very little of ad firm’s budgets are targeted at the older generation.

Hoffman said: “According to [research company] Nielsen, people over 50 are the most valuable people in the history of marketing. In the US they are responsible for 50% of all consumer spending.” He added: “People over 50 control about 70% of the wealth of the US …  And yet people over 50 are the target of 10% of marketing activity in the US.”

After selling his firm three years ago, Hoffman admits he started to have more time, so he looked into whether there was a good reason for the massive focus on young people.

After finishing this research, he explained his results: “I’ve come to believe that most marketers target young people because they see everyone else doing it. And they assume that somewhere someone must know why we are doing this.”

Hoffman ended his presentation with the message: “The marketing industry has been spending too much time on another planet. We need to get back down to earth.”

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