by Lisa A. Grimaldi | January 21, 2014
To make higher-ups truly understand the value of your position, use the “rule of three,” says Beth A. Cooper-Zobott, director, conference services at Equity Residential. Calculate your cost to the company (salary and benefits) and make it your goal to provide annual negotiated savings of three times that amount. “Every time you negotiate a contract, tally and record the savings you achieve, including complimentary rooms, complimentary wireless access, discounted F&B, etc.,” says Cooper-Zobott. “When your review is scheduled, bring in your tally sheet, and you will be able to present the demonstrated ROI for your position and the value and savings you bring to the organization.”