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.
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.
Professional Services, Leadership, Compensation
Geographic: United States
Industry: Law Firm
Event Start Date: 2003
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