Millennial Career Coach Jacqueline Twillie Helps Make Negotiating a Success
I truly love a woman has a passion for the success of other women, and works tirelessly to help them become the success they want to be in work and in life. One such woman is Jacqueline Twillie, Atlanta-based author and career coach, who's worked closely with hiring managers of Fortune 500 companies, assisted numerous professionals in helping them land new jobs, and has spoken on women and work at places like Georgia Tech and the General Assembly.
Recently, Jacqueline joined an important movement to help eliminate the gender wage gap. I've had the pleasure of working with Jacqueline in helping to bring awareness to the importance of getting all your coins and earning your worth, and I knew that I had to chat with her further here on A WOMAN'$ WORTH. Especially since unveiling a new tool to better prepare women for one of the most nerve-wrecking must-dos of their career: salary negotiation. It's something Jacqueline, like a lot of us, once didn't know she should be doing.
A Woman'$ Worth: Can you give us the gist of the gender wage gap for those hearing about it for the first time or needing a bit more insight on the issue?
Jacqueline Twillie: Sure. In 2016, women earn on average 79 cents on the dollar compared to a non-Hispanic White male. However, when you dig into the data, the numbers are even more alarming while Asian Americans earn 90 cents, White Americans earn 79 cents, Black women earn 60 cents, and Latina women earn 54 cents. Eliminating the gender wage gap is important because segregation has no place in society, especially in the workplace.
AWW: Are there any personal experiences that led you to becoming such a strong advocate for equal pay for women?
Jacqueline: Yes, I was introduced to the gender wage gap through a campaign called #Ask4More which is led by Levo League. The pay disparity grabbed my attention because I didn't know to negotiate when I began to work. I started researching the gender wage gap, and honestly it ticked me off that women don't earn what they are worth. I was curious about what I could do to close the gap, and that's why I decided to focus on empowering women to negotiate. Quite simply, it's just the right thing to do, to pay men and women equally for work. The gender wage gap is a very complex issue, and the way I can make a difference is through the negotiation services I offer.
AWW: New college graduates are looking for work in their fields of study, but many aren't aware of the impact that not negotiating that first salary can have on their lifetime earnings. Can you give us more information regarding that?
Jacqueline: Research by Linda Babcock and Sara Laschever shows by not negotiating the first salary, a woman stands to lose more than $500,000 by age 60. This is why it's crucial to negotiate.
AWW: You've taken your message on the road speaking at universities, conferences, and conducting workshops. What are you finding to be the top reasons women in your audiences aren't negotiating?
Jacqueline: After speaking to dozens of women across the country, I found two reasons why women don't negotiate: They're afraid that if they do try to negotiate, they'll lose the offer. Secondly, they want to be liked.
"Quite simply, it's just the right thing to pay men and women equally for equal work."
AWW: So you've created a tool called The Negotiation Toolkit. What it is, and how can it set one up for successful negotiations, whether they're trying to score their first real job or their fifth.
Jacqueline: The Negotiation Toolkit is the graduation gift I wish someone would have given me when I completed college, and the tool I wish I had going into my performance review as a mid-career professional. I designed it to help millennial women approach negotiations with a positive attitude. One thing young women who have just entered the workforce, and those who have been in the workforce for 5+ years are saying they like about the Negotiation Toolkit is that it gives them examples of how to phrase your ask. How you ask for more matters.
AWW: Are hiring managers sharing with you what candidates are doing, or not doing, when the opportunity to ask for more presents itself? And, are hiring managers expecting negotiations at the entry-level?
Jacqueline: I hear from hiring managers of both sexes that women just don't ask as much as men before they accept a job offer. Keep in mind that most companies expect the people they are hiring to negotiate, so the first offer is rarely the best offer. When an entry-level person negotiates based on the value they bring to an organization, and understand the market rate, the manager will appreciate that the potential new employee has done their homework. The key here is asking the proper way, which is one of the things the users of the Negotiation Toolkit love.
AWW: That's awesome, Jacqueline! What else will we find inside the toolkit?
Jacqueline: Inside the box you'll find the #EarnYourWorth Negotiation Workbook with sample negotiation scripts, preparation checklists, and affirmations to keep your mind focusing on win-win solutions.
AWW: For those who will be building businesses of their own right out of college alongside a job, how does the Negotiation Toolkit ssist the entrepreneur when it comes to earning their worth with whatever product or service they offer?
Jacqueline: In section seven of the Negotiation Toolkit, I walk millennial women through the steps of what they should be negotiating for and how to find information to set competitive rates. I emphasize that the market rate is not more than what your competitors charge. There are a number of factors that go into determining freelance rates as well as total compensation job offers.