ASK COACH LANI: I got the title I wanted, but the salary increase was disappointing. Is it too late to negotiate?

Q: I got the title I wanted, but the salary increase was disappointing. Is it too late to negotiate?

No, but the conversation may look different now that you’ve accepted the promotion.

Ideally, you want to discuss salary before saying yes to a new position. That’s when you generally have the most leverage. But careers don’t always happen under ideal circumstances. Sometimes you’re excited about the opportunity. Sometimes the promotion happens quickly. Sometimes you don’t fully understand how much the role will require until you’re actually doing it.

So don’t assume you’ve missed your only opportunity to advocate for yourself.

Start by understanding what changed with the promotion.

Did your responsibilities significantly increase? Are you managing employees you weren’t managing before? Are you responsible for a larger budget, portfolio, or program? Are you making decisions at a higher level? Are you interacting with senior leadership or external stakeholders more frequently? Are you now accountable for outcomes that weren’t previously your responsibility?

Those are the facts you want to bring into the conversation.

Then do your research. Look at compensation for comparable positions when reliable information is available. Review your organization’s compensation structure. Most importantly, be able to clearly articulate the value you’re bringing at this new level.

Then ask for the conversation.

You could say: “I’m excited about the opportunity and the increased responsibility. Now that I have a clearer understanding of the scope of the role, I’d like to discuss whether my compensation appropriately reflects those responsibilities.” And, before you schedule the conversation, watch this video on asking for what you need,

If your manager tells you there is no flexibility right now, don’t immediately accept that as the end of the conversation. Ask: “What would need to happen for my compensation to be reconsidered?” and “When can we revisit this discussion?”

Get specifics whenever possible.

There is also another piece professionals sometimes overlook: your new title has value beyond your current paycheck.

Once you have demonstrated that you can perform successfully at the higher level, your market value may change. That doesn’t mean you should immediately start looking for another job. It means you should understand the leverage that comes with your new experience.

Advocating for yourself isn’t being ungrateful for the promotion. You can appreciate the opportunity and still ask whether you’re being compensated appropriately for the value you’re providing.

Those two things can be true at the same time.

Coach Lani’s Next Move: Write down the three biggest ways your responsibilities changed with the promotion. Use those as the starting point for your compensation conversation.