In my 30-plus years as a sales executive and sales leadership consultant, I’ve identified a critical error most sales organizations make: not crafting a sales ...

Healthcare reform introduced a number of initiatives with the goal of moving payment for healthcare services from a fee-for-service to a fee-for-performance system. However, these changes are ...

The negotiations have concluded, the contract has been submitted for legal review and the physician candidate has scheduled the moving truck. Everything is proceeding according to plan… until the ...

A compensation strategy differs from a compensation budget in that it aims to improve recruiting and retention of employees, rather than simply minimizing expenses. Creating a compensation strategy ...

If you think it’s ultimately your call as to how much compensation is paid out to you and your employees, you may be in for a surprise. Does the term “reasonable compensation” come to mind? Reasonable ...

The good people at Ark Group recently published a new book, “Compensation (Re)Design for Law Firms,” edited by Soo Darcy. I was invited to contribute a chapter, entitled “Incentivizing the New Normal.