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High-Performance Sales: Don't Start with Compensation

When launching or revamping a sales organization, leaders have a unique opportunity to consider the full set of factors that influence the creation of a high-performing sales team. Contrary to popular belief, compensation plan design should be the byproduct of these factors, not a crutch used to force behavior.

Published: October 2017
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Banking Observations on the CEO Pay Ratio and New SEC Guidance

The SEC Corporation Finance Staff, on September 21, 2017, issued three forms of guidance on the CEO Pay Ratio Rule: an interpretive release, a press release, and new and revised C&DIs.   

Published: October 2017
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Does Money Buy Happiness?

We’ll leave the question of whether money buys happiness to the philosophers, academics, and social scientists. (For the record, we prefer to err on the side of yes). Regardless, one thing money certainly does is cover up human capital challenges and issues lurking beneath the surface. When times are good, when revenue is soaring, and when there’s plenty of pay to go around, fewer issues arise and the allure of the present obscures a focus on the future. Think of it as a human capital bubble.

Published: October 2017
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Revisiting 13th and 14th Month Bonus Rules in Latin America, Europe, Africa and Asia

Around the world, from Latin America to Europe to Africa to Asia, 13th and 14th month bonuses are a fairly common practice. Yet, the rules of the road vary widely from country to country, making compliance a challenge for HR teams. Our latest article examines current requirements and practices in more than 45 nations.

Published: September 2017
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Broadening the Employee Value Proposition for Digital Talent

Almost every company is now a tech company in some way. The need for digital roles and specific skillsets in the financial services industry is at an all-time high. Firms in every sector are competing for the talent that they need to pursue innovation at the speed of today’s demanding tech environment. In fact, according to our cyber security pulse study, 95% of financial services firms plan to increase their cybersecurity headcounts in 2017. It is undoubtedly the age of digital disruption. In order to compete with emerging tech firms and their highly appealing Silicon Valley approach to attracting and retaining key employees, the financial industry must acknowledge that the broader ecosystem of rewarding digital talent is changing and transform its value proposition with it.  

Published: September 2017
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New SEC Guidance Will Make Calculating Your CEO Pay Ratio Easier, But Don’t Relax Yet

After months and months of waiting, the SEC finally published updated guidance on complying with its CEO pay ratio rules. Specifically, the staff provided clarification on reasonable flexibility with respect to statistical sampling, identifying contractors and making reasonable estimates in calculating elements of the median employee’s compensation. Our latest client alert covers all the details you need to know.

Published: September 2017
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Nine Ways Innovative Life Sciences Companies Build and Sustain Cultures of Success

Many of the world’s most innovative and successful life sciences companies trace their achievements down to one key factor: building enduring corporate cultures. We spoke to HR leaders at five of today’s highest-flying biotech firms to learn the secrets behind their most successful culture-building programs.

Published: September 2017
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Equity Choice Programs: Making Your Incentives More Meaningful to Employees

A small but growing number of firms are giving employees a choice in their equity vehicles—typically a mix of options and restricted stock. The move comes from a desire to provide greater flexibility and cater to generational differences in the workplace. We explain how an equity choice program can work.

Published: September 2017
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Transform or Tear Down? The Retail Banking Human Capital Identity Crisis

It has been one full year since the retail banking crisis erupted. Consequently, regulators have been keenly focused on making sure inappropriate sales techniques and practices are examined and mitigated. In addition, economic demands are rapidly changing. Mobile apps, smart phones, and new digital avenues have redefined customer centric approaches to the retail banking business. How, then, do traditional retail banks remain attractive in the eyes of both customers and employees?

Published: September 2017
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The Future of The Kingdom of Saudi Arabia’s Capital Markets: How can authorized firms change to win future opportunities?

Investment banks are hiring in Riyadh in anticipation of a boom in fees, as the government emphasises efforts to wean the economy of oil. 

Published: September 2017
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ISS Survey Hints at Potential Changes to Options in Board Pay, Gender Pay Proposals and More

ISS’ new Global Policy Survey suggests many issues important to our clients are front and center for ISS. These include one share/one vote, use of options as a meaningful component of director compensation, how CEO pay ratios should be used by investors, gender diversity on boards and gender pay gaps among employees. We summarize the biggest issues for US companies.

Published: September 2017
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It’s Time for Technology Companies to Take a More Nuanced Approach to Pay in China

As China's technology sector grows and matures, setting pay in Tier 2 and Tier 3 cities isn't as simple as it used to be. We explain how companies can benchmark pay in China’s increasingly complex market to stay competitive without over- or under-paying for key talent.

Published: September 2017
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Bank Culture Reform has Officially Arrived in Asia

In March 2017 the Hong Kong Monetary Authority (HKMA) issued a note to all Authorized Institutions (AIs) in Hong Kong on the need for enhancing standards and practices in respect of governance and risk management and the role that culture reform would play in this process. The note contains practical guidance to AIs on the three pillars of culture – governance, incentive systems, and assessment and feedback mechanisms. It is applicable to AIs incorporated in Hong Kong, as well as firms that have a presence in the city, but are headquartered outside of Hong Kong.

Published: August 2017
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Voluntary Sales Talent Turnover Finally Slowing Down

Voluntary salesforce turnover is finally showing signs of slowing across the US technology and life sciences sectors after more than five years of growth. In this article, we summarize the three forces driving the slowdown and explore what sales leaders should be aware of as they continue to try to retain high performers.

Published: August 2017
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The Role of the Loan Officer in a Shifting Purchase-Driven Market

As we move into the second half of 2017, market conditions have changed, interest rates are climbing, and, with them, a notable shift in mortgage banking from a refinance-driven market to a purchase-driven market. The current purchase market favors the sales style of loan officers, who drive sales through their network and rely less on the marketing provided by their firm. Conversely, the historic refinance volume in the market has created a place for loan officers who drive most of their sales through bank referrals. In a purchase market, these employees will need to adapt in order to continue driving volume.

Published: August 2017
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Dodd Frank Regulatory Update: Signals from Financial Regulators’ Spring Agendas

In 2018, it is not expected that any of the outstanding Dodd-Frank proposals will be finalized including – Pay Versus Performance, Clawbacks, Hedging, or Incentive-based Compensation Arrangements. The CEO Pay Ratio is presently in effect and applies to fiscal year 2017, which will show up in proxy statements filed for 2018 annual shareholder meetings.

Published: August 2017
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China’s Super Regulator: What to Expect

In July 2017, Chinese President Xi Jinping ordered the establishment of a super regulator, a Financial Stability Development Committee that will coordinate between regulators of the banking, securities, and insurance industries.

Published: August 2017
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Indonesia Regulation on Wage Structure and Scale

Indonesia recently introduced a regulation on formulating, implementing, and communicating wage structure and scale. Its focus on pay transparency is expected to spur a number of new compensation and pay differentiation strategies for banks.

Published: August 2017
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A Hot Talent Market and High Levels of Equity Participation Put Pressure on Share Pools

Technology companies are dealing with attracting employees in a red-hot job market while managing shareholder expectations to keep dilution rates under control. What’s more, mature public companies are often at a competitive disadvantage to newly public companies that have evergreen provisions. Our paper offers ways companies can conserve shares but remain competitive.

Published: August 2017
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These Five Perks Are Key to Driving Company Culture

Our latest survey of perquisite practices at technology and life sciences companies went a step further than most. We didn’t just ask about prevalence and cost— we also asked which perks help drive and sustain corporate cultures.

Published: July 2017
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A Shifting Broker-Manager Relationship

Don’t believe any rumors involving the death of the prime brokerage. In fact, prime brokers are still very much alive despite the introduction of the Basel III capital adequacy regime, its Liquidity Coverage Ratio (LCR), and, most importantly, the Net Stable Funding Ratio (NSFR). While the industry’s entire business model was brought into question with the emergence of this regime, prime brokers have not only survived the rising cost of capital, but continue to thrive despite the constraints.

Published: July 2017
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The CEO Pay Ratio Deadline is Looming; Here’s How Companies Should Prepare

As we move past the midpoint of 2017, work is already underway at a number of our clients to begin preparing for the calculation and disclosure of CEO pay ratios next spring. Although many experts anticipated the CEO pay ratio rule would be delayed or repealed, this now looks increasingly unlikely. Here are key steps we recommend taking to ensure you stay on track for 2018 disclosures.

Published: July 2017
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Will Artificial Intelligence Take Over Your Banking Job?

Digitisation has changed banking forever. Cashless transactions, mobile and online communications, paperless submissions, and automated teller machines (ATMs) have changed the face of banking. Disruption is a norm and organisations, both large incumbents and financial technology start-ups, are creating new markets and controlling consumer experience like never before.  

Published: July 2017
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Larger Biopharmas Face Greater Constraints on Equity; Here’s How to Stay Competitive

In the life sciences sector, smaller, pre-commercial biopharma companies have an inherent advantage— the flexibility to grant higher levels of equity without as much concern about managing dilution rates. We identify four ways larger life sciences companies can design a competitive equity program that is still affordable.

Published: June 2017
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Is Your Company About to Graduate from the JOBS Act? Here’s Your Planning Checklist

The JOBS Act recently turned five, the maximum amount of time companies can take advantage of JOBS Act protections. This means a large number of firms are about to face greater proxy advisor scrutiny, Say-on-Pay votes and the full gamut of executive compensation disclosures for the first time. Our new client alert outlines all of the major planning items you’ll need to consider as you exit the JOBS Act.

Published: June 2017
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Hidden Strategy Killers: How Leaders Can Recognize, Avoid and Tackle Common Pitfalls

Almost every organization suffers from one or more hidden strategy killers. Unspoken ailments that stand in the way of innovation and execution. We explain how to identify common strategy traps, and discuss specific leadership, rewards and recognition and talent actions you can take to knock out strategy killers.

Published: June 2017
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Aon Names Ray Everett Global President of McLagan

Aon plc (NYSE: AON), a leading global professional services firm providing a broad range of risk, retirement and health solutions, today announced it has named Raymond Everett as global president of McLagan. In this role, Everett is responsible for leading a team of experts who provide compensation, performance and talent intelligence to companies in the financial services and insurance industries. He leads the McLagan executive committee and is a member of Aon’s Talent, Rewards & Performance executive committee.

Published: June 2017
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Into the Wilderness: Shifting the Digital Discourse from Protection to Progression

“We are releasing the computer into the wilderness,” announced Hendrik Leber of Acatis Asset Management in March. He was, of course, referring to the recent launch of the first global equity fund to be fully controlled by artificial intelligence. Computer-based research and trading solutions may have been around for some time, but Leber’s technology is particularly smart. It is able to discern patterns of non-linear developments; it is capable of deep learning.

Published: June 2017
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What’s In and What’s Out: The Latest Perks Offered by Technology Companies

In the May 2017 issue of WorldatWork’s Workspan magazine, Radford’s Tim Brown discusses emerging and established perquisite practices at technology and life sciences companies using new data from our recent US perquisites survey.

Published: June 2017
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Developing Effective Peer Groups at European Life Sciences Companies

For European life sciences companies, developing effective comparator groups requires a balancing act between not looking too narrowly or broadly for peers. This challenge is particularly acute for European-headquartered firms trading on a US exchange. Our article outlines three critical issues to consider when faced with this task.

Published: June 2017
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