Julia IbrahimCSI, CEP
Compensation Consultant, Steinbach Industrie
Accepted answer
We went through each pay element and asked one question: does this pay for time, for output, or for an expense? Time-based elements are pro-rated. Output-based ones have the target pro-rated as well as the payout, which is where your threshold fails. Expense-type allowances are paid in full whenever the expense is incurred.
Pro-rating the incentive threshold was the big one. Before the change 31% of our part-time advisers earned any incentive at all, against 68% of full-timers. A year later it was 61%. The cost was about 0.3% of the incentive pool. Counsel reviewed the plan rules before we changed them.



