The Partner Remuneration Handbook

Preface 5

Acknowledgements 7

Part I. Introduction
1. Trends shaping partner reward 9
2. The three partner remuneration elements in context 13

Part II. Reward structures in professional partnerships
3. The seven primary partner reward systems 27
4. Formula systems: cost sharing, 'eat what you kill' and fixed allocation 31
5. Merit systems: financially driven versus holistic meritocracies 51
6. Lockstep systems and their variations 81
7. A partner's profit- sharing waterfall: drawings, bonuses and distributions 103
8. Corporations operating as partnerships, internal markets and talent ecosystems 115

Part III. Managing partner contribution
9. The future of partner contribution management 125
10. Motivating achievement-orientated partners 133
11. Using partner contribution frameworks to align partner contribution with firm strategy 145
12. Aligning personal objectives with partner contribution expectations 155
13. Using measures, metrics and KPIs 167
14. Partner accountability through ongoing conversations and informal check-ins 185
15. Self-assessments, ratings and other design considerations for formal partner reviews 191
16. Conducting effective partner review conversations 203
17. Addressing underperformance 211
18. Using technology for better partner contribution management 221
19. Analytics: using quantitative and qualitative data for evidence-based decisions 231
20. The role of HR and business services in partner contribution management 237

Part IV. Partner reward governance and decision making
21. Key elements of effective reward governance 245
22. Remuneration committee basics: when to have one, its remit and its members 247
23. Managing to an annual calendar 263
24. Reward round preparation, heuristics and decision aids 271
25. Reaching reward conclusions while avoiding biases 281
26. Transparency in reward communications: nuances of open and closed compensation systems 289
27. Appeals: benefits, drawbacks and process considerations 297

Part V. Special issues
28. Collaboration among partners 303
29. Rewarding partners in management roles 313
30. Diversity, equity and inclusion 329
31. Partner reward in international partnerships 337
32. Engaging partners in remuneration policy changes 353
33. Well-being and mental health 367

Part VI. The way ahead
34. Ten principles for partner remuneration systems in ambitious professional services firms 375

About the authors 381

About Globe Law and Business 383