As seen in the November 27, 2001 issue of ...

By Megan Santosus

Judy B. Homer, president and principal of J.B. Homer Associates, an executive search firm in New York City, offers more pointed advice. "If you want a bonus, put faith in your ability by suggesting that the money be tied to performance milestones," she says. In this way, you're demonstrating your eagerness to roll up your sleeves and get to work while at the same time supplying the organization with an incentive for giving you a bonus. As for other perks, such as a company-paid MBA or that country club membership, you may have to engage in a bit of salesmanship. "Try to make a case as to how this might be beneficial to the company," Homer says. "You might argue that an MBA will make you a more qualified business-oriented executive and that golf will promote business contacts."