Abstract

This case supplements the (A) case by outlining the process that Robinson & White managing partner Daniel Johnson led to realign the firm’s compensation system to its strategy and develop initial relations with large client engagements.

Learning Objectives

The case highlights the importance of aligning a professional service firm’s (PSF’s) compensation system to its business strategy. It allows participants to discuss how a compensation system might be designed to reward both entrepreneurship and collaboration.

Subjects Covered

Professional Services, Leadership, Compensation

Setting 

Geographic: United States

Industry: Law Firm

Event Start Date: 2003