- Productivity on client projects (performance to project budget, deliverables, resource allocation).
- New business development (revenue generation).
- Client satisfaction (quality and timeliness).
- Contribution to profit.
- Consider paying based on revenue achieved versus hours, since hours may be charged at different amounts by project or client.
- Consider anticipated/forecasted business and historical prior year actual results.
- Determine the percentage of revenue attributed to each business line.
- Use revenue goals by business line, set revenue goals per person.
- Set goals quarterly or semiannually; acknowledge management's right to adjust as the company reforecasts the upcoming three to six months.
- Consider whether to start incentive pay for achieving a threshold level less than goal and up to targeted goal and above.
The information contained in this article is intended to provide useful information on the topic covered, but should not be construed as legal advice or a legal opinion. Also remember that state laws may differ from the federal law.
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