A majority of employees at advisory firms — both professional and nonprofessional — now receive a combination of base salary and incentive pay, industry studies find. But firms don’t seem to be satisfied with their pay packages and, at my consulting firm, the most highly requested engagement is for designing (or, more commonly, redesigning) incentive compensation.

The reasons vary. Perhaps the current plan is not sustainable from a profitability perspective over time. Or maybe the plan is not delivering the intended and needed outcomes. Either way, they come to us when they find that their incentive plan needs an upgrade to align compensation with the company’s overall success.

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