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When a year end bonus falls very short of expectations, it is a moment of truth that you may want to address. With some preparation, a frank discussion with your boss can work to your advantage. The tone of the meeting should be one where you simply state your disappointment and ask for clarification about how the bonus was decided upon. You should be prepared to listen carefully without being defensive. The outcome should be one where you have had the opportunity to communicate your point of view, get clarification or resolution, and understand your choices for moving ahead in the future.

The following steps should be taken to prepare for the meeting:

• Manage your emotions by depersonalizing the situation. Realize, it's about business, and speaking with emotional charge will not produce the results you want.
  
  
• Make a list of your accomplishments and how you met the criteria for the bonus you expected. Highlight how you contributed to the profitability, growth, services, etc of the company.
  
  
• Rehearse the meeting in your head and decide on an opening statement such as: "The reason I wanted to meet with you is because I was disappointed in the amount of my bonus and want to discuss it with you.
  
  
• Prepare some clarifying questions such as: What were the criteria for the decision? I thought I met my goals, where did I fall short? What did I need to do to get more of what I expected? Are there skills or new responsibilities I need to take on?
  
  
• Take the opportunity to promote yourself. If you feel you have met the pre-determined goals or there was a misperception, be prepared to respond with your accomplishments to each point that you anticipate.

By the the end of the meeting, you should understand the reasons for the amount of your bonus, what can be done about it and how you are viewed in terms of your contribution to the company. You may be dissatisfied but at least resolved that you advocated for yourself. You also will be in a more informed position to make choices about the actions you want to take in the future to increase your value to the company or to start to explore other options.

It is always a good idea to take the opportunity to update your resume and get in touch with your network. Being prepared to make changes is empowering no matter what course of action you decide to take.
 
Marcia Grubel is a career/life and business development coach whose background includes: starting her own business, career counseling, outplacement consulting, and training for corporations and universities. She specializes in coaching executives, business professionals, and entrepreneurs develop insight, strategies and skills so that they more successfully accomplish their professional and personal goals.

Marcia began her business career as a personnel recruiter then eventually she started her own company. As a career counselor/outplacement consultant, she helped clients (individually and in groups by phone) manage career transitions, take on leadership roles, develop new skills, plan for the future and move in new directions.

Marcia is an adjunct professor of coaching at NYU, and has been affiliated with Drake Beam Morin, Inc., Manchester Partners, Government Programs, The University of Connecticut, Sarah Lawrence College, and the Entreprenurial Program at Westchester Community College. She has a Masters Degree in Psychology, is ICF-PCC accredited, is a National Board Certified Career Counselor, New York State Certified Teacher and President of the Westchester/Rockland Chapter of the International Coach Federation.