HOW MY CLIENT NEGOTIATED A 25% PAY BUMP WITHOUT BEING "THAT CANDIDATE"

Let's talk salary negotiation. Not the awkward, "Umm... is this okay to ask?" kind. The intentional, strategic, "I know my value" kind. 

One of my recent clients did just that.

He was already earning top of the market in his geography. He was referred for a role in a function he didn't have core experience in. He negotiated a 25% pay bump, plus a 10% sign-on bonus. 

Here's how we pulled it off and what you can apply to your own next offer:

Step 1: Your negotiation starts way before the offer

Most people think the negotiation begins after the job offer lands in your inbox.

Wrong. 

It starts from the first impression – your resume, your referral, how you show up in that first call. This client was referred before there was even a role open. When the company did expand, they reached out to him directly.

Why? Because he had already positioned himself as their star candidate. 

Step 2: Share what helps you, not everything

When asked about his salary, we didn't just toss out a full compensation breakdown.

He shared his expected range (which they met at the top) and later disclosed specific components he'd be leaving behind, like unvested stock and a bonus he'd forfeit by leaving early.

That context made a difference.

Step 3: Gather data before you negotiate

Instead of jumping into "Can we talk numbers?", we first asked:

• What are the bonus structures?
• What's the payout cycle?
• What's the average performance bonus for this role?
• What benefits are included – insurance, stock, leave?
• When is salary review? 

Only with that information can you have a real negotiation. 

Step 4: Negotiate without posturing

Here's what most job seekers get wrong:

They negotiate like it's a battle.

We didn't.

Every time he asked for something, he paired it with genuine excitement for the role:  "I'm really looking forward to joining. I was wondering if the company might consider..." He stayed warm, professional, and collaborative.

That tone made all the difference.

Bonus: The casual comment that landed him more

In one conversation, he casually mentioned:

"I'll be missing 7 months' worth of bonus at my current company, and will only be eligible for 3 months of bonus here. That's a significant loss."

He wasn't demanding. Just transparent.

Within 12 hours, the recruiter called back with: A sign-on bonus worth 10% of his annual salary.

Here's what you can negotiate for (besides base salary):

• Sign-on bonuses
• Guaranteed bonuses or allowances
• Stock options
• Flexible benefits
• Annual leave
• Family insurance coverage
• Bonus eligibility cycle

Because when they've picked you as their top candidate, that is your moment of leverage.

And if you negotiate well over the course of your career? You could earn $300K to $3M more than those who don't.

Seriously.

With you in growth,

Shub