"What is the compensation for performing two jobs in one?"
"If Ferro"s intention is still a secret after eighteen months, we pay you a bonus of a year"s salary. You"ve already negotiated an annual salary of thirty thousand with the Human Resources Manager, Louise Northcutt. Your total compensation for a year and a half is seventy-five thousand."
This proposal has so many problems I pause so I can decide where to begin. Start with the context and move to the objectives. "Jeremiah Strain"s son, Doc, mortgages this cash cow to pay his gambling debts, so Ferro purchases the cow for a bargain. Now Ferro wants to milk her for eighteen months while preparing her for sale at a considerable profit," I tell him. "If word gets out that Ferro intends to sell, that could reduce both the sale of milk and the profit from sale of the cow." Pausing, I ask, "Accurate so far?"
"Yes," he says, sitting still as stone.
Count to five before I continue. "You want two things, Mr. Marriott," I tell him. "First, you want profit as a percent of revenue to remain steady for a year and a half while you lay off half the employees and remodel Doc's Place. Second, you want Ferro"s intent to sell Doc's Place to stay out of the news media until you actually sell. Does that state your wishes?"
"Yes, it does," he says, staring at me, "however, revenue and profit are not your concern, are they?"
"They are, Mr. Marriott. If Doc's Place does not stay profitable, you may leak the information to the media just to avoid paying me the bonus. However, this is a process, not a single objective so the bonus scheme should reflect that."
He stares at me without a visible reaction but I'm sure he knows what is coming.
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