Incentives & Bonuses

Perceptions dictate expectations and distort communications.

Airlines have passengers and Banks have borrowers…

Yet the reality is that both must have customers.

Customers provide revenue and profit that ultimately fund bonuses…

Those additional rewards received for exemplary work.

Bankers perceive Bonuses as a rightful remuneration.

All of us respond with incentives. Yet we must never view them as a cultural right.

It is not a question of fairness: we don't get what we deserve; we get what we negotiate.

Bankers excel at negotiating and must generate the solution…
that please decision-makers and appease public’s chagrin.

Good negotiation is a form of communicating based on a mutuality of win:win…

Inline with your strategic ambitions and reputation…

as well as your customers’ perceptions and your relationship with them.

A bonus must be an incentive to excel – it is not to be used to keep someone from leaving.

When you do that, you must ask: what message are you communicating?

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