The client will know how much you’re looking for when you apply and if they offer less than what you’ve said you’re seeking (assuming it’s a realistic figure) – then it speaks volumes about the company.

I’ve actually had situations where a company has offered more than what the candidate is looking for.

If you add more than what you need/want, you’re going to have to work extra hard to justify that during interview (if you even get called for interview because you may be perceived as over-budget). Of course, don’t undersell yourself either. For every two people I come across looking for a salary above market rates, there’s be someone asking for too little.

Recruiters see salaries from all companies, and without mentioning specific firms, they can give you advice. This is only if they know the UX market intimately though, so select your recruiters well.

Ideally you don’t want to mention a day rate or salary at all, the the side that first mentions a figure is immediately on the back foot as they have given away their position with no idea at all of what the other side is willing or able to meet.

If you go in there asking for X, and they were actually willing to pay X+Y, then you’ve sold yourself short.

Instead, ask what they intend to pay, and don’t be drawn into showing your hand. That way there are four possible outcomes:

1. they offer higher than you would have accepted, and you win

2. they offer less than you would have accepted, you say it’s not enough, they raise to high enough for you, and you win.

3. they offer less than you would have accepted, you say it’s not enough, they won’t pay any more, you turn down the offer and walk away without being ripped off, and you win.

4. they offer less than you would have accepted, you say it’s not enough, they won’t pay any more, but you accept anyway because you really want the job.. ideally with some more negotiations, eg. “if you can’t pay me enough is there anything else you can offer me instead of salary? eg. flexible working? extra holiday?”. you get the job that you want, and you win.

The one thing that definitely won’t happen is that you accidentally end up on less than you could be, which is all too common.

Am I best just contacting companies I aspire to and asking?
Thanks
Jack

I also think the sensitive nature of the UXer means we’re a bit crap at asking for money.

Portfolios are really key, please (whichever candidate is reading this) spend some time on this. When I first started recruiting in UX 5 years ago, some good names on a CV guarenteed an interview. Now it’s a case of ‘Nice CV, where’s the portfolio to match’? This is simply down to the number of candidates now with good CVs in the market and the experience of interviewers knowing that a CV is only part of the jigsaw.

@ Simon, why add 10k to what you feel you’re worth? Market affects aside, don’t you risk being rejected as too expensive? Then if you go back and say ‘It’s ok, I can accept 10k less’, you or the recruiter representing you looks a bit of a fool

This post is more aimed at the senior designers who are a bit stuck where they are right now and need a shot of confidence.

We are pricing ourselves to a point that there is very little margin for profit, and so we will get more and more scrutinized for the real value we bring.

A friend of mine, recently, was talking about how his organisation makes so little from the Interaction Designers in the org, vs. the Industrial Designers. They need both, but the Industrial Designers are noticeably better value for money.

On the flip side, a lot of what you are saying is savvy interviewing and negotiation strategies. Stuff that a few of us could do that bit better.

@mike
There are certainly jobs that are more senior and practitioner challenging than going to UX Director or Head of UX. They will pay more than what you are presenting there for your level of experience. I know, because I have them and I fight other orgs to get people for candidates.

I think demand and economics have pushed those numbers up a bit.

Regarding the glass ceiling, I think that’s a whole other discussion. I’ve been having a few discussions with other folks about where you go if you just want to practition and I think more and more of us are starting to see where that ceiling is.

@James

I agree, but we’re selling ourselves short right now with our CVs and portfolios.