Working in a veterinary practice is one of the hardest jobs on the planet. Think about it. Where else are employees asked to navigate highly charged emotional situations, make life-and-death decisions, deal with a never-ending pipeline of clients, and then recommend that those pet owners put their best friend to sleep if they don’t have enough money? Nowhere.
Working in a veterinary practice should be a lucrative job that offsets the daily emotional damage. Instead, the vendors selling products and services to veterinarians often make way more money than the people in the trenches. I was shocked when I left practice to start a technology company and saw marketers, designers, engineers, accountants and lawyers outearning veterinarians, veterinary technicians and receptionists.
Over my years of managing lots of people, I noticed that they often don’t know how to ask for a raise. Buckle up. I’m going to teach you to close the pay gap in five steps.
1. Know What You’re Worth
Just “wanting a raise” is ambiguous because you must know what you want precisely.
Have you heard the real estate saying “Houses are worth what people are willing to pay for them”? The same is true for you. Many veterinarians, managers, technicians and receptionists lack the confidence to ask for a raise because they think they aren’t as good as they should be. They’re humble and a tad insecure. Get over that, pronto!
Instead, ask yourself, “What would this practice do if I quit and wasn’t here tomorrow? Would they be in a jam without me?” That is your value to the business. How much schooling you had, how many years you’ve been with the clinic and your age don’t matter.
Another strategy is to decide how much you want to earn someday and work toward it. Maybe your number is $50,000 a year, or maybe it’s $150,000. Now you have a goal. Perhaps your current role can’t support a paycheck like that, so you need to work your way up the ladder. Start climbing because all Swifties know that if you fail to plan, you plan to fail.
2. Set the Stage
When trying to maximize your earning potential, you never want to be surprised to find that maybe you aren’t doing a good job. I will never forget one time I asked my boss for a raise, thinking I was doing well in my associate DVM role, only to learn that Dr. Dan had a different opinion.
So, around three to six months in advance, check in with your supervisor each month and ask, “Is there anything you would like to see me do differently or better? I am always eager to improve myself.” This approach shows your boss that you are a go-getter, not someone who settles for seconds.
Another small tip: Be nice to your boss. Send a card on Boss’s Day (Oct. 16), deliver a thank-you card when the person does something kind for you, and ask how they are doing from time to time.
As a boss, I can count on one hand those who took the time to think about me. I always felt more generous toward them when it came time for a raise.
3. Time It Right
Hopefully, you work for a veterinary practice that has regular performance and salary reviews. If you don’t, ask to meet with your boss to discuss your pay. Extend the invitation several weeks in advance so your boss can prepare for the conversation. For example, send an email that reads, “Please let me know of a good time that works for you and me to meet in the next few weeks. I would like to discuss my salary and the next steps for getting a raise. I’ve included my history of raises for convenience. Thanks so much, <Your Name>.”
Another tip: Observe how your boss operates. When is your boss in the best mood? Friday is likely the worst day because your boss will be tired from the workweek. The same goes for the end of the day. Try to secure a time slot when the decision-maker is rested and well-fed. If an emergency or difficult client walks in suddenly before your meeting, don’t hesitate to reschedule. You want all the odds in your favor.
4. Say the Words
When asking for a raise, be direct. Words do matter. The idea is to convey confidence without sounding arrogant. The most effective employees I managed said something like this: “Thank you for meeting with me. I am excited to talk with you about my request for a raise.”
Then, to further validate your request, proceed with a short recap of three things you accomplished over the past six months. For example: “I appreciate you meeting with me regularly so I could do my part to keep the practice on a trajectory. The things I am most proud of are the 42 night shifts I worked on call recently, the $500,000 in revenue I brought in, and the extra time I spent mentoring our new veterinarian.”
Then, shoulders back, your crown on straight, clear your throat and confidently say: “I would like to officially request a $___ annual raise. What do you think?”
Now, smile, take a drink of water and shut up. The next person to talk should be your boss. You’ll be nervous and want to fill the quiet space with babble, but don’t. Wait for your boss to process what you said.
5. Play the Long Game
After you ask for a raise, expect one of three outcomes.
- Your boss agrees to your requested amount. Woo-hoo! However, before you dash off on an Amazon shopping spree, take a few minutes to write a thank-you note. Be sure to acknowledge how much you appreciate working for a practice that values you. Besides showing good manners, the note will stand out and make your boss inclined to say “yes” next year when you ask again. If you want to stand out (and you do), buy a paper greeting card and put it in the mail or on the boss’s desk.
- Your boss declines. Instead of spiraling down the rabbit hole, you should ask, “What needs to happen for me to get the raise?” You’ll then understand how close (or far) you were from getting one and what you need to do now. Good communication is key, so don’t accept “no” for an answer. Find out what you can do to move up in salary.
- Your boss and you negotiate a smaller raise.
That last one is tricky. If you don’t get what you requested, ask, “What needs to happen for me to get the full raise?” In addition, you could negotiate a gradual raise. For example, if your boss says, “We can only afford to give you half,” ask for the rest to roll out later. You would say: “I understand. I also want to balance the practice’s needs with mine. Could we do half now and the other half in six months?” Even if your boss declines, it’s worth a try.
The most crucial part of getting a raise is advocating for yourself and communicating effectively. I asked Dr. Dan for examples when he said I wasn’t doing a stellar job. He had noticed I wasn’t focused on my clients and had been a bit disorganized with my case management. He was right. The truth is I was going through a divorce and thought I was handling everything well. Turns out, I wasn’t.
With that awareness, I addressed the issues, returned to Dr. Dan three months later and got my raise.