We are part of the Helvetia Baloise Group.
Whether you’re starting your career, undergoing an annual review or taking the next step up the ladder, at some point you’ll face the salary question. What is a fair salary? What are the decisive arguments? And how do I formulate my expectations persuasively?
Alice-Alexandra Kall and Patrik Klein from Helvetia’s recruiting team guide people through the application process every day. In this article they provide tips, talk about common pitfalls and explain why the salary discussion is not just about money, but also timing, openness and good preparation.
Preparation is key
Plucking a figure out of thin air and hoping it’s about right is not a good approach. It’s hard to know how much you can ask for, especially if you’re just starting out in your career. These three steps will help you:
- Research realistic salary range
Use platforms such as jobs.ch, Glassdoor, Kununu or government statistics to get an idea of what’s common in your role and industry. Coming armed with facts makes you appear more confident and more persuasive. But beware: There is a lot of information circulating online – not all of it is realistic. Be guided by common sense and, if in doubt, make a slight upward or downward correction. - Talk to other people
Friends and acquaintances can often be extremely valuable sources of information. Ask people who work or have worked in a similar position, ideally in a similar industry. This will give you a better idea of which salary levels are fair – and which are perhaps wishful thinking. Don’t know anyone in the same role? Then use similar roles to provide a general idea. - Clarify your own position
Before you name a figure, be clear about what you’re going to contribute – and what the position demands. In other words, what are you bringing to the role? What experience, education or skills? And what is expected of you? How much responsibility will you take on in the role? These factors will help you to realistically assess your value and formulate a salary expectation that feels right for you. Don’t forget to look into employment conditions, such as a potential bonuses or pension fund benefits. Don’t forget to look into employment conditions, such as a potential bonuses or pension fund benefits. These are added to the fixed salary and form part of the total remuneration.
“People who come armed with facts come across as more confident and are better able to justify their expectation.”
In the interview: How to appear confident
The question of salary is part of every application process – sooner or later it will be asked. It’s important not to raise the subject yourself, as this often comes across as impatient or motivated by the wrong reasons – especially for those just starting out in their careers. If the question is asked, you should communicate your answer clearly and confidently. In Switzerland, salary is usually stated as the gross salary per year.
You have two options:
- Indicate a range: Give a realistic range based on your research. A well-founded range shows that you have done the research and at the same time have a certain flexibility.
- State a specific figure: If you have a clear idea in mind, you can name it, but the figure must be well justified. Think in advance about how you will answer the question of “why” for this specific amount; this not only increases your chances of success, but also gives you a feeling of confidence.
For those just starting their careers: Honesty comes across as professional
Salary is important, but when you’re starting out, gaining experience, developing and taking advantage of opportunities matter even more. If you’re still unsure about what you can ask for, that’s fine – as long as you formulate your position clearly and thoughtfully.
For example: “I’m still a little unsure about this, as I have don’t yet have much experience in professional life or with salary negotiations. I looked into it, but it wasn’t straightforward. I want to get off to a good start and develop – salary isn’t the most important thing to me.”
“It’s okay to be unsure when it comes to salary – the important thing is to say that openly and honestly.”
Checklist: Dos & don’ts in salary negotiations
To ensure that everything runs smoothly in your next interview, we’ve summarised the most important tips and tricks:
Go into the negotiations well-informed (market, sector, role)
Provide objective reasons why the salary you’re asking for is appropriate
Find out about the complete package: bonus, benefits, pension fund, holidays (we send out our Standard Terms of Insurance and information about the benefits with the invitation to the interview, for example)
State your gross salary per year, ideally specifying whether it includes or excludes the bonus
Be confident, but cooperative and friendly
Be honest – even if you are uncertain
Come across as unprepared (“I don’t know” or “I haven’t thought about it yet”)
Focus only on the salary
Use family situation, age, place of residence or commuting time as arguments
Give emotional reasons (“I need the money...”)
Take a salary increase for granted
Summary: How to succeed in your next salary discussion
With the right preparation and honest communication, you can approach your next salary negotiations with confidence. Remember: It’s not just about the money – it’s about what you do, who you are and what you need to take your next step. Prepare well for the discussion, be open and trust yourself. Good luck!
