The secret to climbing the corporate ladder is really no secret at all. In the military, a Soldier is expected to follow orders and get the job done. It’s no different in corporate America.

The key to success is to pursue excellence daily. To be responsible and accountable. To be a good team player. To understand the goals and functions of your company and to make yourself an indispensible contributor to your company’s bottom line.

If you’ve been at your post-military job for a while and you have not yet earned a raise or promotion, you need to ask yourself a couple questions: What am I doing right and what am I doing wrong?  And, am I pushing myself daily to excel?

Are you proactively working on developing new skills so that you can take on bigger responsibilities within the company? Do your supervisors or bosses know how much work you do and how much value you bring? Do you contribute new ideas, smart business solutions and positive energy at staff meetings?  Are you a leader in the workplace? 

My daughter, Carly, is a natural-born leader. She was a top student in college and an NCAA Division I tennis player. As Managing Director of Drum Associates, Carly oversees a staff of 40 and sets the tone in the workplace for personal achievement and excellence.

Brian: Carly, what are some tips for Soldiers who have been in the private sector for a while and are now looking to negotiate a higher salary or job promotion?

Carly: I think you said it best earlier that the key to success in the workplace is to pursue excellence daily. You have to set the bar high. You need to be a self-motivated individual who can take orders and complete assignments well and lead others when the opportunity becomes available.

Brian: What does pursuing excellence daily mean to you?

Carly: It means substantially exceeding expectations. It means outstanding performance. It means being a role model to others.

Brian: How can a manager measure excellence?

Carly: We break it down in a number of vital areas: technical skills, drive, motivation, determination, persistence, teamwork, communication and presentation, problem solving and decision making, creativity, innovation, time management, meeting deadlines and commitments, adaptability, flexibility, functional expertise, leadership, sense of urgency and overall professional performance.

Brian: Any other areas that go into the decision-making process regarding who gets a raise or a promotion in corporate America?

Carly: Brian, as you know, the private sector operates differently than the military. Private businesses use terms such as return on investment — meaning, does the employee in question help increase the company’s bottom line directly or indirectly? Is this person making the company money?

Brian: So, when a manager conducts a performance review of an employee, what expectations are put in place to help management determine who deserves to get a raise or a promotion?

Carly: It goes without saying that all companies are different. They have different goals, cultures and employee expectations. If I were to offer a general tip to any employee looking to make a case for a raise or a promotion, I would suggest either exceeding or substantially exceeding your company’s expectations in those vital areas I mentioned earlier. I would also suggest developing the right type of rapport or relationship with your supervisors so that they will make sure that upper management knows just how deserving you are of that raise or promotion. Trust me, if you are doing an outstanding job your managers will take notice.

Brian: Nice work, Carly.

Carly: Just nice?

Brian: Ok, substantially exceptional…as usual.

Carly: Thanks for noticing.

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