The past few years have seen many changes in the approach to hiring. For instance, video interviews have become the norm, as have requests for remote and flexible working conditions. But at the same time businesses are settling into a new rhythm. By now they know what works for them and the parameters they have for negotiation.

There may be a general skills shortage, but candidates are still expected to deliver tangible value. Ultimately this is what companies are looking for, and they can’t afford to hire wrong. There’s too much at stake and it’s too costly to rehire.

Companies still have to be selective about who they hire and what they can offer. It’s tough going in the industry at the moment and companies don’t have the luxury of accommodating all the demands of candidates. Especially when they aren’t convinced that they’ll be up to the task. This is something that candidates need to keep in mind when negotiating an offer.

If you understand what the company needs and can prove that you can help deliver on that, it becomes easier to ask for terms that will suit you. But if you’re just asking for bigger pay because you’ve moved up quicky due to the shortage of candidates, you’re likely to meet with resistance.

The working relationship needs to be a two-way partnership where both parties benefit. It also requires a commercial mindset. What are you bringing into the company in terms of knowledge and skills? And more importantly how will these translate into value for the business. At the end of the day, this is what matters most.

A business’s primary objective is delivering on obligations to clients and industry partners. This is challenging enough to do, given all the external disruptive factors – inflation, supply chain issues, late payments, breakdowns and project errors. The last thing they want is to have to carry the cost of someone who doesn’t know what they’re doing, which results in more problems.

When you’re negotiating an offer, be honest about what you know and can bring to the table, as well as what you don’t know but are willing to learn. As a candidate, it’s up to you to be able to prove your industry expertise and be able to deliver in a way that will add value to the business.