InformationWeek

August 25, 1998

I have recently been approached to take a senior-level position in a startup telecom firm. Although I am fairly happy where I am, it would be a great opportunity, and more money. If I were interested in finding out whether or not my current employer would make a counter-offer, how would I go about this? I would like to see if I can lever this into a better position for myself internally. I understand that most modern management thought is to NOT accept a counter, but I don't know if I buy that. What would you advise?

For the most part, I am part of that modern management! Counter-offers are temporary fixes that rarely lead to long-term growth. If you are considering a counter-offer, the exception would be that it fits within your short-term career planning and affords you an opportunity over the next two years that will give you greater leverage than the outside opportunity. If that's the case, it makes sense. If it doesn't, don't even give it a second thought. The way that I suggest you go about exploring whether your current company will counter you is be prepared to move forward with the outside offer first. Then I would approach your current management and explain to them that you're "anxious to stay but ready to go." That usually will run the issue up the flagpole. If you are not prepared to run forward with the startup, don't play roulette with current job; they may not counter you at all!

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