How to negotiate a physician salary
Your training has value. Here’s how to advocate for the pay you deserve.
Negotiating compensation can feel daunting, especially early in your career, but with the right information it becomes a powerful way to advocate for yourself and your future.
When reviewing and negotiating your employment contract, compensation will usually be at or near the top of your priority list. You’ve worked hard to become a physician, and you should be paid fairly for the work you continue to do. Unfortunately, many employment contracts do not offer a fair compensation package out of the box, so you may need to do some negotiating.
Salary negotiation FAQs
Why is salary negotiation important for physicians?
Even small salary differences can compound significantly over time, especially if raises are percentage-based. Advocating for fair compensation early on helps set your long-term earning trajectory.
How do I know if the offer is fair?
Before you consider negotiating for a higher salary, you must know whether negotiation is even necessary. When approaching any contract negotiations, it’s important to remember that you are only looking for fair terms. No one wants to be undercompensated, but you also do not want to ask for a salary that is way above average for a family physician in your location.
- Visit the AAFP Career Benchmark Dashboard (free for members) to compare salaries, benefits and satisfaction by region and role.
- Review the Medical Group Management Association (MGMA) compensation data, which many employers use as a reference. AAFP members can access it at a discount through Resolve, the Academy’s partner for contract review and negotiation services.
Fair doesn’t always mean average. It means compensation that reflects your value, credentials and the local market.
When and how should I bring up salary?
Once you’ve seen the average numbers for your specialty and location, you’ll know where your current or potential compensation stands.
It’s appropriate to bring up salary if:
- The offer is lower than the benchmarks
- The raise structure is unclear or underwhelming
- You’ve taken on additional responsibilities
Frame your request around fairness and data.
Example: “Based on MGMA data and the AAFP’s dashboard, compensation for this role typically ranges from X to Y. I’d like to revisit the current offer to ensure alignment with the market.”
What if I’m nervous or unsure about negotiating?
You’re not alone. Many physicians feel uncertain about contract review and negotiation.
Even when it seems like you are asking for a lot, remember that you’re basing your request on the same data your employer used to make their offer. They will also know when they are underpaying you, so it should come as no surprise when you ask for fair compensation.
Fortunately, there are also experts who can help. Consider hiring an attorney who specializes in physician employment contracts. They can:
- Interpret contract terms
- Benchmark your offer
- Negotiate on your behalf
Many have worked with the same employers and can provide insider context.
Does AAFP offer support for contract negotiations?
Yes. AAFP offers multiple tools to help you understand and negotiate fair compensation, including:
- AAFP’s Career Benchmark Dashboard (free for members) helps you compare real-world family medicine compensation, benefits and job satisfaction data. This is a great place to start before reviewing a contract or making a counteroffer.
- Resolve, an AAFP member advantage partner, provides access to additional support, including:
- MGMA data at a discounted rate
- Free tools like Resolve’s contract scorecard and rData (a database of reviewed physician contracts)
- Personalized guidance from experienced contract attorneys
Use code AAFP10 to receive 10% off Resolve’s paid services.