It’s crazy to think that most pharmacists are leaving thousands of dollars on the table simply because they’re afraid to negotiate their salary. I get it—negotiating can feel uncomfortable. Talking about money always does. But here’s the truth: if you’re not negotiating, you’re doing yourself a huge disservice. I’ve been there myself. Early in my career, I failed to negotiate my first salary offer. I didn’t know my worth, and I certainly didn’t do the research to back it up. I walked away from that offer kicking myself, knowing I could’ve secured a higher salary just by asking for it. But the good news? It’s never too late to start negotiating.

Here’s the thing, though: salary negotiation isn’t just about asking for more money; it’s about showing your value. Most pharmacists don’t even know they can negotiate, and that’s where the real opportunity lies. I remember speaking at a conference where one pharmacist told me, “I didn’t know I could do that.” It’s a mindset shift that could change your life. When you don’t negotiate, you’re leaving tens of thousands of dollars on the table over your career. Think about that for a second.

I’m not saying it’s easy. I know that negotiating can feel overwhelming or even intimidating. But I’ve broken it down into simple steps you can start using right now. Step one: Research. Don’t just glance at salary averages. Dig deep. Look at what top performers are making in your role, at your experience level, and in your geographic location. The more data you have, the stronger your position when you’re in that negotiation room.

Step two: Articulate your value. Don’t just assume your employer knows your worth. Have you developed any new services, improved workflow efficiency, or reduced medical errors? Put a dollar amount to that. This is about showing your employer the return they’re getting on their investment in you. It’s not bragging, it’s business.

Step three: Practice. Seriously. You wouldn’t go into a big meeting without preparing, so why would you go into a salary negotiation without practicing your conversation? Get a friend, spouse, or colleague to role-play with you. If you don’t have anyone, practice in front of a mirror. The more you practice, the more confident you’ll feel when it’s time to ask for that raise or better job offer.

Step four: Timing is everything. Never negotiate before you have an offer on the table. If they ask about your salary expectations during the interview, don’t give them an answer. Tell them you want to learn more about the role before discussing compensation. That’s a crucial moment to control the conversation and ensure you’re getting what you deserve.

Look, I know salary negotiation can feel risky. You might worry that asking for more will cost you the job. But I can tell you from experience: I’ve never seen an offer get pulled during negotiations. Don’t let that fear hold you back. Even if you only get a little more, that small increase adds up over time. And remember: if you don’t ask, the answer is always no.

So here’s my challenge to you: commit to negotiating your next opportunity—whether it’s a new job or your next annual review. Promise yourself you’ll at least try. You might not get everything you ask for, but the progress is worth more than perfection.

The key takeaway? You are worth more than you think. It’s time to ask for it.