A few years ago, I was the Director of Operations for a small contract/direct placement search firm that serviced the pharmaceutical industry. Our group attended training at Peter’s ranch and was introduced to the concept of Activity Based Compensation. If you are anything like me, your first reaction will be disbelief and or pessimism ~ but I’m here to tell you it works. In just about two years, we grew the firm from around $2M in annual revenue to approximately $15M. We did this by carefully implementing Peter’s suggestions – customized to our individual situation – around managing activity versus simply focusing on placements. In fact, this philosophy applies in many different situations ~ not just in search. My suggestion is this ~ keep an open mind. Forget what you think you know and really consider the possibility of how a program like this might work for you. If anyone has any questions about how it worked or how we implemented/managed the program, I’m happy to talk. Just let me know. Good luck!