I often tell women I’m mentoring that doing A+ work is simply not enough.

If someone is excellent in their role but keeps their head down and doesn’t stretch themselves, their hard work can go unrecognized. Successful careers, promotions, and the type of recognition I hear women say they’re striving for comes from putting yourself in the position to take on an extra challenge. Beyond that, it takes finding the opportunity to let people know about your achievements and contributions. I see two common scenarios: either women worry about being perceived as arrogant, pushy or difficult if they ask for more, or they feel lucky to have the position or salary they currently have. Alternatively, I see men truly believing they add value and deserve more. Sadly, we are also still combating attitudes of some executives who don’t believe women “need” to make more money if they have a spouse with a successful career.

With end of year performance reviews around the corner, I’m sharing advice that can help women know how to prepare themselves to either negotiate a raise or a promotion confidently. Below are a few tips.

1. Having your talents and abilities noticed requires intentionality. If you want to be elevated in a company or an organization, you need to have accomplished something above and beyond your job description. Schedule a meeting with your boss and let them know you are looking for opportunities to help you stretch yourself. Even better if you come prepared with an idea for what that opportunity could be, and how it will help the organization. Say yes to opportunities or projects that you feel “unqualified” to take on – they are what will give you the credibility to ask for more.
2. Do your homework on what you should be getting paid. There are plenty of places to research typical salaries. In the corporate world there is actually a lot of transparency – many companies are required to disclose the salaries of their top executives. For the nonprofit world, you can use The GuideStar Nonprofit Compensation Report, a nonprofit compensation analysis based entirely on IRS data. Be sure that what you’re asking for isn’t unreasonable for the industry, region, and role.
3. One of the most important things you can do is frame your argument by emphasizing what it will do for your organization or department. The key is to be confident without entitlement. What will you bring to the role that will add value? What changes can you make and how will they benefit your company? What will you be taking on in exchange for a higher salary? Of course you need to focus on what you have already done, but it’s important to remember that you’re not entitled to more responsibility or more money – it needs to continually be earned.
4. For almost every speech, meeting or important conversation I have, I practice out loud first. Ask your partner, your friend or your colleague to role play with you, and run through the conversation. Have them tell you areas where you need to clarify. Make sure you’re comfortable enough with what you’re saying that you’re not speeding through it or talking too quietly.
5. Make a habit of taking credit for your work. I can’t tell you how many times I’ve seen a woman give a presentation and there is a slide that lists 50 people who helped contribute to the success of the project she led. Additionally, I hear women say “we” instead of “I” when they very much should be saying “I.” Learn to feel comfortable owning your achievements, and find appropriate ways to let others know about what you’ve done.

What do you find most difficult in preparing to ask for a raise or a promotion? Do you have tips to share? I’d love to hear from you as well. It can be easy to simply accept what you are given, but then privately harbor resentment over not earning what you think you deserve. However, I always say, you can’t get what you don’t ask for.