Case Study One

Our client, operating in a specialist service sector, wanted to develop a reward strategy following a prolonged period of growth through acquisition. With limited internal resources to undertake this they asked us to help.

Initially we undertook extensive research through structured interviews with the senior executive team and other key people in the business. In particular we developed a strong understanding of what the business was trying to achieve, what its short, medium and long-term objectives were, and the type of environment the business faced both internally and externally.

The emerging reward strategy was tested at various levels in the organisation as it was developed. The strategy laid out the journey the organisation needed to take over the coming years to meet its business goals.

Case Study Two

Another client sells high volumes of electronics equipment to a large number of corporate and consumer customers. The regional sales managers lead sales teams in managing customer relationships to maximise sales not only by securing customer loyalty but also through increasing ‘share of wallet’ for each customer.  The business was concerned about achieving value for money from its regional sales managers’ bonus arrangements and generating real motivation through reward.

Our approach was to spend time with the key stakeholders to really understand the business drivers and how well individual behaviours aligned to the business’s objectives. This included meeting a number of the sales managers themselves to gain an appreciation of how they viewed their own roles and what motivated them. We also investigated the measures used in the business both in the finance and marketing functions to assess how revised bonus arrangements would work in practice, minimising the need to instigate new measures.

Working with a small group of senior managers we undertook extensive analysis of the previous bonus arrangements and developed and modelled a variety of alternative approaches before reaching a recommendation.

Click here to download as a PDF

For more online information about PAYdata's Reward Consulting Services click here