Early in my career, fresh from escaping an unsupportive toxic work environment, I had a memorable phone interview with a solo surgeon. He was looking for a PA to join his practice, which had been running for over 37 years. I’d almost forgotten about the written ad I’d responded to weeks prior, assuming he’d moved on or my qualifications weren’t a match. Then, out of the blue, I received a message on my answering machine. He wanted me to call him back—on a Saturday—for a preliminary chat before potentially flying me out to an onsite face-to-face interview.
I scheduled the call, running through countless possible scenarios in my head. When the day arrived, the first few minutes were standard interview fare. But the surgeon quickly shifted gears, adopting a blunt, “cut to the chase” approach—not entirely unexpected given the nature of the profession.
As I began explaining how I could assist with his OR cases, he interrupted me with a single, direct question: “So, what’s the hourly rate you are looking for?”
Internally, I froze. I didn’t want to undersell myself, but I also didn’t want to price myself out of the running. My research suggested aiming for 20% above my current hourly salary, but I worried that number would seem exorbitant to him, especially given the pay scale he was likely accustomed to. Taking a deep breath, I composed myself and stated my desired salary and benefits package.
I braced for a reaction – a pause, perhaps, or a counteroffer. Instead, he simply said, “Oh, you’re asking too much.” While I was open to negotiation, his tone and inflexibility made it clear he wasn’t.
That phone call was a turning point. It drove home the importance of not undervaluing my skills. It also reinforced the fact that medicine, like any business, has a power dynamic. The buyer often seeks to leverage their position, especially with newcomers or those lacking experience.
Many new PAs struggle with determining their worth and often accept lower pay when starting out. I’ve seen firsthand how this can lead to regret, as it’s often difficult to correct the pay disparity later on. I didn’t get the job, but I later learned this surgeon had a high turnover rate among his PAs, so it was a bullet dodged.
My advice to all my fellow colleagues is this: Don’t undervalue yourself or your profession by accepting lowball offers. Know your market value. Do your research.
Consider this: If you needed an expert service and received three estimates at a fair market price, but someone offered to do it for significantly less, you’d likely question their competence, right? Undervaluing your services can diminish your perceived value and impact your future earning potential. Don’t fall prey to those looking to take advantage.
In short, know your realistic worth and, more importantly, don't undersell yourself.
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