👋🏻 Jacob here.
If you’re like many executives, you need help to articulate and push your value upward.
You may rely on benchmark data or industry trends to “more objectively” ask to align with other executives or meet market precedence.
And hell, if you read “Getting to Yes” or other academic-first negotiation-based best sellers — your approach will be touted as a best practice.
I’m here to tell you that’s the wrong approach and mindset for those looking to maximize the juice from their career.
While approaching negotiation with objective criteria seems innocuous and logical, I call this negotiating for mediocrity.
Not to be harsh, but how come some executives will rake in 5-10 times what you make when, on paper, they have similar or even less impressive accomplishments?
The argument for improving negotiation outcomes isn’t always logical. It’s often emotional and based on matching value with timing and urgency.
Plus, there is an exhaustive list of nuances to consider in any given circumstance.
You may think your negotiation is a simple linear path from point A to B.
You may also think your negotiation is as simple as selling your expertise, accomplishments, and track record into an executive role.
While these details are notable considerations in any negotiation, what’s most important is selling a solution, a transformation, or the promise of a better future business state.
Here’s the truth:
Results sell. Experience doesn’t.
Employers and investors aren’t buying your tenure—they’re investing in outcomes.
Your track record? It’s just prologue. The valuable narrative is what you’ll achieve next.
- Stop dwelling on past glories. Focus on future victories.
- Don’t obsess over the mountains you’ve climbed. Show them the challenges you’ll conquer with them.
- Your history is interesting—but your potential is exciting and serves to differentiate you.
Shift the conversation from what you’ve done to what you’ll do. That moves the needle.
Remember: They’re not hiring your past. They’re betting on your future.
If you fail to accomplish this, you will undervalue the solutions you bring and fail to align your impact with the company’s needs. These mistakes cost executives millions in earning potential every day.
Remember: Your value lies in your impact, not your input. The more you internalize this, the stronger your position in negotiations.
Be strategic about how you present your career. It’s your best shot at commanding the compensation you deserve.
Stay fearless, friends.
See you next week.