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Dear J.T. & DALE: I am a programmer working on new technologies, but I’m not satisfied with my salary. What can I do? – Omar

J.T.: When you are dissatisfied with your salary, the first step is to go to your employer and ask what you need to do in order to earn more. If your boss insists that there’s nothing you can do, then you know you need to begin searching for those employers with higher pay for your skill set.

DALE: But don’t give up on the current company too easily. When they are telling you that you’re at your maximum pay, they’re talking to Old Omar. They have yet to negotiate with New Omar. You need to change your value, not just your pay. This will require you to analyze what your managers care about most, and to reposition yourself as a major contributor to those goals. If, for instance, you come to understand that they are obsessed with the speed of adopting new software, then you have to make yourself an expert at rapid transition.

J.T.: While it is always smart to understand management’s needs, those managers might not have flexibility in salaries. So it would be wise to begin a job search, just in case.

DALE: Every employee needs to work on increasing his or her value, inside and out. Few employers bother to work with employees on personal development plans, so it is up to the employee.

J.T.: As for outside, it’s critical to meet top people in your field and learn what it will take for you to move up. You probably will need to identify which parts of your skill set are deficient and increase them, while also learning which are the emerging marketable skills that you need to be developing. Moreover, you also have to seriously consider improving your career tools. Continuously upgrade your r猫sum猫, LinkedIn profile and online visibility. Getting paid more requires you to brand yourself as an expert who is worth more. It requires you to sell yourself, which includes impressing management.

DALE: I’m sure you’ve heard the old cliche “It’s not what you know, but who you know.” In this economy, that’s too simple. It’s not just what you know and who you know, or even who knows you, but knowing who knows what you’ll need to know, and knowing how to know it.

Dear J.T. & Dale: My background is in marketing, which I love. But I have been laid off from my last three jobs, which concerns me. I must be doing something wrong. Where do I start?– Rebecca

J.T.: Yes, it’s likely you are doing something wrong, but not necessarily “in” the job. We all need to understand how to work both “in” and “on” our jobs. For example, following instructions and meeting expectations is working “in” your job. Meanwhile, stepping back and assessing what skill sets you have and how to market them is working “on” your job. People get caught up in their lives and put their careers on autopilot, just collecting a paycheck and assuming that the work is good enough. This can lead to multiple layoffs, like you’ve experienced.

DALE: There is putting your career on autopilot and there is falling asleep at the controls. After three layoffs, this is no time for casual refocusing. Reconnect with former colleagues and get them to open up about your shortcomings. They won’t want to criticize, but get them to help you analyze the differences between you and the company’s star employees. It may be a matter of perceived effort or attitude, or maybe political ineptitude. You need to figure this out, because future employers won’t, they’ll see your history and hire someone else. Only if you can say that your work approach was broken and you fixed it can you make a case for yourself.

– Workplace consultant and career coach J.T. O’Donnell has coached, trained and mentored employees and managers on a wide variety of career-related subjects since 1994. Her book, “CAREEREALISM: The Smart Approach to A Satisfying Career” is available at JTODonnell.com.
Management guru Dale Dauten has written six books and is an authority on innovation in the workplace. His latest book, “Great Employees Only: How Gifted Bossess Hire & Dehire Their Way to Success” is available at Dauten.com. copyright 2013 King Features.