News & Research: Client Successes

Case Study: Performance Management and Compensation Planning

ScottMadden worked with a full-service creative marketing and production company to design a performance management and compensation plan to meet aggressive growth goals.

• Growth in revenue had been relatively flat
• Opportunities to increase sales to existing key clients were limited
• Company founders were unable to focus on business development due to high-level involvement in daily operations
• Outsiders did not regard the firm as an ideal candidate for acquisition
• The marketing plan did not adequately differentiate the firm from competitors
• The founders were concerned about potential attrition among management due to lack of long-term incentives

• Researched performance management best practices and gathered current-state information
• Aligned growth goals and key performance measures with a clearly defined vision for the firm
• Ensured high satisfaction levels for key clients to maintain consistent revenues
• Modified the business development approach to more effectively identify and secure new business opportunities
• Developed employee and customer satisfaction surveys to create a baseline by which future performance will be measured

• Successfully implemented the new employee and executive compensation plans
• Increased client satisfaction
• Increased employee satisfaction and contribution
• Improved long-term business development strategy