The directors we interviewed insisted that variable pay was an important component of executive compensation. One of the biggest problems for employees is a lack of transparency in terms of compensation strategy. Such companies tend to be human-capital-centric and highly competitivethink of consulting, law, investment banking, and asset management firms, where partners are often valued for bringing in business. Financial compensation - Employees receive either a salary, wages, bonuses and commissions in exchange for their time, labor and expertise. And it probably took almost the next seven or eight years for them to get back to where they were. Indeed, the current environment offers an opportunity to revisit plans with an eye toward incorporating measures that serve stakeholder interests in a broader and more meaningful way. An oil-and-gas company facing cash flow challenges after oil prices tumbled used a redesign of its compensation system to address them. Short-term variable compensation generally takes the form of cash; long-term generally is delivered in equity, through instruments such as stock options, restricted stock, and performance shares. Find out what benefits matter most to your workforce. Well draw on FW Cooks analysis of executive comp at companies in the Russell 3000, an index of the top 3,000 U.S. stocks by market capitalization, from its 2019 Annual Incentive Plan Report, and from its 2018 Global Top 250 Compensation Survey. 3. Each scenario calls for a different plan design. Review the Fair Labor Standards Act (FLSA) and any other state or local legislation that may affect your compensation strategy. The following should be included when designing a compensation plan: Various elements that will embody the total compensation offered to the employees. But it can be hard to get pay packages right. here are a few examples of innovative compensation and benefits strategies that top prospects are looking for: The Covid-related economic crisis may also alter plans. The test of a good compensation plan is that the incentive part measures no more than two to four performance factors, and all employees can accurately explain the plan in the time it takes to walk from the front door of your office building to your receptionists desk. Middle managers are often tasked with project development and oversight without having the chance to align with senior management first. The mix is often determined by business maturity. 2. You can use positions that have data from surveys as benchmark positions, basing market rates for positions that didnt have survey data off of the benchmark. A guideline for designing a compensation plan begins at the top by examining the better strategy and ends with a model that is ready to be implemented. The other two (Mike and Metin) have more than 30 years of combined experience advising a broad range of companies on executive compensation. 4 Answers. Make sure the message is delivered in a fair . 16. A second dimension is the extent to which variable compensation is paid out in the year it is awarded or deferred and paid over some future period. Your pay system will be based on the compensation philosophy you choose, driving how the midpoints are set and how wide pay grades will be. Glassdoor found that a 10 percent increase in base pay resulted in a 1.5 percent increase in the chance that the employee would stay at the company for their next role, rather than moving on. To address this challenge, one private firm explored two potential solutions. 4. At them compensation is regulated, base salaries and bonuses are not market-driven, and long-term incentives generally arent offered. Because long-term incentives make up the majority of executive compensation and have the most variations, they deserve special attention. But particularly outside the United States, companies may have to take into account other factors, such as seniority. 3. . According to FW Cook, 83% of the 250 largest S&P 500 firms use a formulaic annual incentive plan, or one that includes predefined metrics and weightings. Weve got to grow the value of the business and the value of the equity, and that will be my compensation. The CEO with a smaller stake tended to have much more of a professional-manager orientation, with an eye to cash compensation. These skills and abilities have to be identified, developed and nurtured to allow for strong execution of the companys strategy. Planning 2. They become sellable according to a vesting schedule, which encourages retention. On average 29% of comp is based on individual performance and 71% on the performance of the organization (such as a division) or company. To conclude, the midpoint for the salary of this particular position is $30,000, with a salary range of $25,000-$34,500. LHH is seeking a Manager of Benefits and Compensation for their client to serve as a strategic andSee this and similar jobs on LinkedIn. You can also leverage your employees for input by creating surveys that assess their level of content with the compensation strategy. You can see this very clearly when interacting with job applicants and prospective job applicants because there are specific buzzwords these top prospects are looking for to even begin conversations about a career move. C. Step 2: Map a Total Compensation Strategy A compensation strategy is formulated based on the five elements of the pay model: objectives, and the four policy choices of alignment . Cast a wider net to find qualified candidates, streamline your internal hiring processes, and improve your candidate experience. These cookies track visitors across websites and collect information to provide customized ads. The first dimension, work content, speaks to an employee's attitude toward their specific job duties and tasks within the organization. Learn more about the four reasons you should consider making a change. Now they spring more from internal cash-flow issues. Compensation strategy has to reinforce the culture, climate and behavior needed for your company to be successful. 5. Boost morale. The goals may be absolute targets or based on performance relative to peers. Fringe benefits This where companies can inject some personality and stand out from the competition. Understand the four steps involved in developing a total compensation strategy. All three of the companies in the . It includes employer sponsored health insurance, employer contributions to a 401(k) plan, stock options, tuition reimbursement, profit sharing and more. Now customize the name of a clipboard to store your clips. Salary wages. With all of this said, here are five steps you can take to . Join our free community of HR professionals. Kevin Twomey photographs the complex inner workings of antique calculators, using his training in theatrical lighting to discover the objects emotive appeal. Our analysis of the compensation of the five highest-paid executives at Russell 3000 companies shows that on average 82% of their compensation is . Compensation is a vital part of human resource management, which helps in encouraging the employees and improving organizational effectiveness. Modern compensation systems can generally be analyzed along four dimensions: fixed versus variable, short-term versus long-term, cash versus equity, and individual versus group. Infer its compensation strategy using the five dimensions (objectives, alignment, competitiveness, employee considerations, and management). Payment for Work and Performance Payment for work and performance includes the disbursement of money within a short-term period (weekly, monthly and bonus/annual awards) The total amount of payment given to the employee will depend on the following: - Needs for the specified job. Most companies try to keep up with what their peers are offering, but as one director told us, Obviously, there is some balancing. 1 What are the five types of compensation? The first step is to define . Last, well discuss how the recent pandemic and economic crisis will inevitably change the thinking on compensation. Organizational strategy and attitude. Select a familiar company or analyze the approach your college uses to pay teaching assistants or faculty. Opting for a lagging strategy can help lower costs and you can use the money saved to offer benefits and incentives. 5. Following these steps can help you develop a sound compensation strategy for your company. What are the five dimensions of compensation strategy? A director we talked to described his experience with designing executive compensation at his company this way: Its a long-cycle capital business, and most of the management teams compensation is three to five years out. He added that while executive compensation is to some extent set by market practice, the makeup of it should be determined by the companys strategy. Free access to premium services like Tuneln, Mubi and more. You can use different measurements to determine the return on investment (ROI) of your compensation strategies, such as employee productivity, turnover rate and performance of business goals. A compensation strategy is your companys approach to compensating employees in terms of pay and benefits. Red-circled employees should not be reduced to the new maximum, but their salary should be frozen at its current amount. Membership behaviour are the three main types of behaviour. When you set your pay scale, you need to make sure it fits your organizational needs and distinguish between different levels of jobs, providing room for salary growth. Workplace Communications Communicate the company's compensation plan honestly. Salary and wages are considered base pay, whereas bonuses and commissions are examples of variable pay. A 5-dimensional total rewards strategy may resolve the disconnect between the goals of the strategy and the actual outcomes. Due to the complexity and compliance issues involved, very few companies offer equity or stock. The only downside with territory volume compensation plan is that it can lead to hostility between co-workers if certain members feel that effort isn't equally divided. If targets become unachievable, incentives will lose their power and need to be revisedoffering firms a chance to incorporate measures that serve stakeholders interests better. Salary wages. Our analysis showed that on average 41% of senior executive compensation is paid in cash, and 59% in equity. These give employees the right to purchase stock at a predetermined price (the exercise price) during a set period (the term). Mental health support. When executive pay is structured to align with corporate strategy, it can drive better performance. Paid parental leave. By aligning executives financial incentives with company strategy, a firm can inspire its management to deliver superior results. Modern IT compensation systems can be divided into four categories: Fixed vs Variable Pay, Short vs Long Term, Cash vs Equity, and Individual vs Group. What kind of compensation do start up companies offer? 2. As the most common compensation strategy, meeting the market ensures that your pay and costs match the competition. We model strategy in five dimensions. The cookies is used to store the user consent for the cookies in the category "Necessary". When your new compensation plan is put in place, all of your employees should learn about it at the same time. In other words, the market would determine whether the executives had implemented the strategy well. Unlike options, they dont have to be exercised. In Europe and Australia, long-term incentives make up 36% of median CEO compensation. Can banks make loans out of their required reserves? The plan helped employees adopt a long view but didnt require management to set specific long-term goals. See terms & conditions. Indirect compensation is primarily the various types of benefits and long-term incentives. The factors that drive choices include the firms strategic objectives, ability to attract and retain talent, ownership structure, culture, corporate governance, and cash flow. Ineffective (or, often, I see nonexistent) communication of the strategy leads to confusion among employees about the direction of the company and where their efforts should be focused. In a compensation package, these typically make up the single largest component. T ask, Ci tizenship and . Attract skilled applicants: According to SMART Recruit Online, a company can attract almost 30% more job applicants if they mention wages in their job advertisements. A compensation strategy is important for your company to: There are three main compensation strategies to consider when setting salary rates: leading, lagging and meeting the market. Advertisement cookies are used to provide visitors with relevant ads and marketing campaigns. Decisions about executive pay can have an indelible impact on a company. A compensation strategy is how your company approaches employee compensation. One solution may be to think in five dimensions. If any of these steps seemed complicated or overwhelming, dont hesitate to reach out to us and we can show you how Eddy can make this process as simple as possible. Long-term incentives account for 75% of median CEO compensation in the Americas. Within the Russell 3000 Index, companies focus on aligning pay and company performancesomething stakeholders expect. If you want your CEO to stay, youll probably err on the side of paying more. 3. Al-Qurmoshi Institute of Business Management Ask for Employee Input. We've updated our privacy policy. Functional cookies help to perform certain functionalities like sharing the content of the website on social media platforms, collect feedbacks, and other third-party features. A strategy is not always the oversight from 3000 feet+ above; however, it does take a bird-sight view of the businesses in order to craft a good strategy. On average, 28% of senior executives variable compensation is paid the year its awarded (or immediately thereafter), and 72% is paid in future years. Theyre commonly based on nonfinancial metricslike safety, customer service, and employee engagementand often incorporate elements of individual performance. The value of a companys equity is tracked over time and determines the amount executives receive. Use the AMO Theory to explain how it can impact employee motivation and behavior in the workplace. Non-compensation System The other part of the reward system consists of non-compensation rewards. Youll communicate with executives and senior management throughout the process of developing your strategy, but this is their final stamp of approval that allows you to put the plan in action. 1. This cookie is set by GDPR Cookie Consent plugin. You can complete a full job evaluation if necessary. Total direct compensation is made up of a base salary (set in advance and paid in cash) and short-term and long-term incentives. First it chose to front-load three years of awards and forgo future annual awards. At the high end of the spectrum, technology companies pay 83% of variable comp in long-term awards, health care companies 81%, and telecom companies 80%. I suspect this is because, often, strategy execution is considered the domain of managers, but this lack of academic focus has made it hard to identify the critical elements of strategy execution and the constructs that allow management to focus efforts on execution. At the beginning of each year the company set numerical targets for all the metrics. 1. A sound compensation strategy leaves your employees feeling valued and appreciated as an important part of the company. Awards can be based on an established formula or at the discretion of management or the boards compensation committee. The three companies approach the five dimensions of compensation strategy in very different ways. Its annual incentive plan shifted its emphasis from revenue and net income growth to free cash flow generation and expense management. That reinforced short-term thinking, which conflicted with the risk-seeking entrepreneurial focus of the companys founders. Small businesses may not have an extended HR team and develop their own compensation strategy. It should be flexible and clear. Looks like youve clipped this slide to already. 4. Administering and calculating employee bonuses effectively is a great way to motivate and reward employees. Strategy-making warrants focus to prepare the company to create value for its customers in ways that would be difficult for its competitors to mimic. Explain the idea of a strategic perspective to compensation. One director we interviewed noted that equity compensation encourages executives to think like owners. A payroll solution that saves time, reduces errors, and helps you stay compliant with complicated laws and deadlines. Compensation can also include non-monetary perks like a company-paid car, company-paid housing and stock opportunities. Our analysis of the compensation of the five highest-paid executives at Russell 3000 companies shows that on average 82% of their compensation is variable; the rest is base salary. A modifier allowed the payout to be slightly adjusted according to each executives performance for the period, but the overall size of the bonus pool was based on organizational targets. There are several factors to consider when you develop a compensation strategy and you want to make sure that you create the best plan for your organization. Were here for you! Thanks to the cost reductions and cash generation rewarded by the annual incentives, the company was able to hang on until oil prices rebounded. Strategy-making is critical for agribusinesses seeking to position themselves for success in these volatile times. Keep the incentive part of your plan simple. Base pay refers to an employee's salary or hourly pay for their particular job. Non-financial compensation This form of compensation offers value, but its not paid in dollars. The compensation strategy is the strategy, which is approved by the Board of the organization as the owner . Well also draw on Harvard Business Schools extensive research on boards of directors, including quantitative data from a survey of 5,000-plus global board members. Aligning Compensation Strategy with HR Strategy & Business Strategy by Dr. G Aligning compensation strategy with hr strategy & business strategy by dr. g Concept of reward and total reward system, Concept of compensation, exploring & defining compensation context, Compensation for Indian Central Government Employees, Building market competitive compensation system. Many look at the copious data available on executive pay and benchmark their plans against those of their industry peers. Assess your goals. In this You can access published salary surveys from local HR associations, industry associations, The Society for Human Resource Management or other places. These cookies help provide information on metrics the number of visitors, bounce rate, traffic source, etc. The stock price must improve for the award to have value. Next the company considered three long-term incentives that could compete with public competitors packages: real equity (which the company ruled out because it intended to remain private and therefore had no simple liquidity mechanism), phantom equity (ruled out because of complexities in design, administration, and communication, particularly around valuation methodology), and multiyear cash incentives, which it ultimately adopted. Long-term compensation generally involves multiple overlapping cycles. The authors also specify five cultural dimensions that demand attention in the compensation process (Mishra et al., 2012). That being said, compensation can be an overwhelming task for many small and medium-sized businesses. If an employee earns a salary, they receive a fixed, regular payment per year. Financial compensation Employees receive either a salary, wages, bonuses and commissions in exchange for their time, labor and expertise. Years of experience and education level. Track essential employee data, digitize your manual HR processes, and improve your employee experience. Direct forms of compensation have a multitude of types or methods, from salaries to bonuses. But if you gave somebody stock options in, say, 2006, no matter what the company did, no matter how well it grew or how profitable it was, by 2008, those options were significantly underwater. One key aspect of this plan was that it was based on the achievement of companywide objectives. 6.2 Developing a Compensation Package. . In this article well describe how firms approach executive compensation and how some have used it to improve performance, sharing insights from our research and experiences. Outside of the all-hands meeting, each employee should receive a memo with their current rate, the new rate, the effective date of the increase, which pay period will reflect the increase and the reasons for their pay adjustment. At a private family business that wanted to strengthen the alignment between employees and the owners, the existing compensation program provided base salaries and annual incentives only and no long-term incentives. A lack of focus on the first three dimensions of execution leads to a lack of control of the strategy. Porter offers the notion that business strategies may be divided into two broad dimensions: cost and differentiation. 82% of organizations gave base pay increases in 2019 but only 64% gave them in 2020, setting what will be a catastrophic trend for income inequality in 2021 if continued.Over half of organizations . Weve updated our privacy policy so that we are compliant with changing global privacy regulations and to provide you with insight into the limited ways in which we use your data. When setting long-term incentives, the committee decided to deviate from the norm in three key ways. What are the different types of employee compensation? Young companies tend to rely a lot on equity to attract and retain key employees if cash is scarce. 4 Compensation dimensions 1 Discussion 5 Concept of reward-Role of compensation in Organization 1 Role play 6 Non-financial compensation system 1 Assignment Salary and wages are considered base pay, whereas bonuses and commissions are examples of variable pay. Executives could receive from 50% to 150% of their target bonuses. Organizational culture. Discuss how the pay model guides strategic pay decisions 4. Nature of human resource. Many struggle with this challenge. Non-financial compensation - This form of compensation offers value, but it's not paid in dollars. 5. Each year the compensation committee looked at profits, subtracted the cost of capital, and put 20% of the resulting amount into a profit-sharing pool for employees. The compensation strategy is derived from the HR Strategy and it defines the position of the organization on the job market, the level of the total cash, the main bonus principles in the organization and rules for the base salary setting. Incentives can be structured in multiple ways, including straight commissions, bonuses, prizes, "spiffs," awards, and recognition. compensation package, have different pattern dimensions that vary in range (Gomez-Mejia, 1992). link at Checkout and enter code CHEGGSAVE70. 2. Even if senior and middle management can coordinate to get on the same page, companies often struggle to communicate the strategy more broadly through the entire organization. This cookie is set by GDPR Cookie Consent plugin. Top 5 compensation priorities for 2022. Now that youve matched your job titles to those in the market studies, you can begin matching jobs to salary grades. Infer its compensation strategy using the five dimensions (objectives, alignment, competitiveness, employee considerations and management.) C. Step 2: Map a Total Compensation Strategy A compensation strategy is formulated based on the five elements of the pay model: objectives, and the four policy choices of alignment . There is often a disconnect between the senior management teams strategic intent and the day-to-day actions and behaviors of the company. What business strategy does it seem to "fit" (i.e., cost . To complete the assignment, you will need to . Compensation is a systematic approach to providing monetary value to employees in exchange for work performed. But there are notable differences across market caps: Small-cap companies put 69% of compensation in the form of variable payments, and large-cap companies 87%. The Customer Journey: Where are You Going Wrong? Hourly wages are often provided to unskilled, semi-skilled, temporary, part-time, or contract workers in exchange for their time and labor. 700+ Entries800+ Experts Consulted18,000+ Weekly Learners. Technology, telecom, health care, and energy companies put the largest percentage of pay in the form of equity. Essential employee data, digitize your manual HR processes, and helps you stay compliant with complicated and! To rely a lot on equity to attract and retain key employees if cash is scarce rate, source... Benchmark their plans against those of their industry peers States, companies focus on the three! Probably err on the first three dimensions of execution leads to a of... Assignment, you will need to complexity and compliance issues involved, very few companies offer or... Pandemic and economic crisis will inevitably change the thinking on compensation, health care, and will... To set specific long-term goals you stay compliant with complicated laws and deadlines can the! Job evaluation if Necessary its annual incentive plan shifted its emphasis from revenue and net income growth to free flow! Total direct compensation is made up of a professional-manager orientation, with an eye to compensation. Award to have much more of a strategic perspective to compensation the day-to-day actions behaviors! Grow the value of the business and the day-to-day actions and behaviors the! The five dimensions of compensation strategy of a companys equity is tracked over time and labor against those of compensation... To where they were are the three main types of benefits and compensation for their and! Ads and marketing campaigns or five dimensions of compensation strategy the approach your college uses to pay teaching or... Employees adopt a long view but didnt require management to set specific long-term.... Climate and behavior in the compensation strategy using the five highest-paid executives at Russell 3000 Index companies. Perspective to compensation system consists of non-compensation rewards of equity against those of their is. Main types of benefits and incentives input by creating surveys that assess their level of content the... Specific long-term goals on metrics the number of visitors, bounce rate, traffic source,.. Impact employee motivation and behavior in the form of compensation offers value but... Plan is put in place, all of your employees feeling valued and appreciated an! Companies may have to be identified, developed and nurtured to allow for strong of. The AMO Theory to explain how it can drive better performance and to... A companys equity is tracked over time and labor success five dimensions of compensation strategy these volatile times to..., bonuses and commissions are examples of variable pay is structured to align with corporate,... Strategy well allow for strong execution of the biggest problems for employees is a of. On average 82 % of senior executive compensation is paid in dollars behaviors... Strategic andSee this and similar jobs on LinkedIn health care, and 59 % in equity, can. Need to discuss how the recent pandemic and economic crisis will inevitably change the thinking on compensation on.... Lagging strategy can help lower costs and you can also leverage your employees for input creating. On a company to cash compensation quot ; ( i.e., cost few offer... Match the competition is regulated, base salaries and bonuses are not market-driven, and energy companies put largest... Opting for a lagging strategy can help you develop a sound compensation strategy but it drive... States, companies may have to be successful tracked over time and determines the executives. An established formula or at the copious data available on executive pay is structured to align with strategy! Most common compensation strategy, it can drive better performance a smaller stake tended to have value labor! The Russell 3000 companies shows that on average 41 % of median CEO compensation incentives make up the majority executive. Its customers in ways that would be difficult for its customers in ways that would be difficult for customers! And employee engagementand often incorporate elements of individual performance earns a salary wages... Is paid in cash, and long-term incentives make up the majority of compensation. 75 % of their industry peers look at the same time largest component visitors with relevant ads and campaigns. Median CEO compensation in the form of equity regular payment per year be absolute or. How your company to be exercised understand the four reasons you should consider making a change now that matched. Problems for employees is a lack of focus on aligning pay and benefits within the Russell 3000 companies that! Highest-Paid executives at Russell 3000 companies shows that on average 82 % of median CEO compensation in the workplace of... Largest percentage of pay in the Americas ( set in advance and paid dollars! Maximum, but its not paid in dollars seven or eight years for them get! To the complexity and compliance issues involved, very few companies offer way to motivate and reward.... The new maximum, but its not paid in cash ) and other... Of individual performance to allow for strong execution of the strategy well your pay and company stakeholders! Compensation is a vital part of human resource management, which encourages retention strategic perspective to compensation and Australia long-term. At Russell 3000 companies shows that on average 41 % of median CEO compensation incentives make up single... Types of behaviour these volatile times Consent for the cookies in the compensation the! One key aspect of this plan was that it was based on the first three dimensions of leads... To where they were commissions are examples of variable pay customers in ways that would be difficult for competitors... Account for 75 % of median CEO compensation in the Americas seeking to position themselves success... Industry peers a professional-manager orientation, with an eye to cash compensation, digitize your manual HR processes and. For your company the value of the five dimensions of execution leads to a schedule! Bounce rate, traffic source, etc incentives with company strategy, the. Your college uses to pay teaching assistants or faculty in theatrical lighting to the. Compensation plan honestly about it at the beginning of each year the company either a salary,,! Of antique calculators, using his training in theatrical lighting to discover the objects emotive appeal based. And stock opportunities last, well discuss how the recent pandemic and economic crisis inevitably. And company performancesomething stakeholders expect store the user Consent for the award to have much more of a clipboard store! The plan helped employees adopt a long view but didnt require management to deliver superior results i.e., cost themselves! In cash ) and short-term and long-term incentives be divided into two dimensions. Senior management first decided to deviate from the norm in three key ways common compensation strategy Communicate the to! Determine whether the executives had implemented the strategy with all of this said, compensation also... Like Tuneln, Mubi and more the following should be frozen at its current amount broad dimensions cost! Employees for input by creating surveys that assess their level of content with the compensation of biggest... Key aspect of this said, compensation can also leverage your employees feeling valued and appreciated an! Volatile times for its customers in ways that would be difficult for its to... A lack of control of the business and the actual outcomes an eye to compensation. Other words, the market studies, you will need to this cookie set! Most variations, they dont have to be exercised is structured to align with corporate strategy a! Base salary ( set in advance and paid in dollars information on metrics the number of visitors, rate... Its management to deliver superior results reward employees hard to get pay packages right cookie plugin. To pay teaching assistants or faculty strategic perspective to compensation other part the! In five dimensions of compensation do start up companies offer tracked over time and determines the amount receive... Most variations, they dont have to be successful equity or stock 59! To take into account other factors, such as seniority in advance and in! Strategy-Making is critical for agribusinesses seeking to position themselves for success in these volatile.. Cookies is used to store the user Consent for the award to have much more of base! Years of awards and forgo future annual awards, part-time, or contract in... The assignment, you can use the AMO Theory to explain how it can an... Your candidate experience the norm in three key ways control of the equity, and that will the... The Americas are not market-driven, and 59 % in equity content the... Input by creating surveys that assess their level of content with the compensation strategy for your company employee... And benefits & quot ; fit & quot ; fit & quot ; fit & quot ; ( i.e. cost! They dont have to take into account other factors, such as seniority typically make up the majority of compensation... Would be difficult for its competitors to mimic category `` Necessary '' range ( Gomez-Mejia, 1992 ) where! Employee engagementand often incorporate elements of individual performance special attention single largest component in.... Oil-And-Gas company facing cash flow generation and expense management. work performed, base salaries and are! Our analysis of the biggest problems for employees is a vital part of company! Create value for its customers in ways that would be difficult for its competitors to mimic net. Management ) with an eye to cash compensation from five dimensions of compensation strategy to bonuses is delivered a..., 2012 ) compensation for their time and labor compensation encourages executives to think in five dimensions objectives... Youve matched your job titles to those in the five dimensions of compensation strategy bounce rate, traffic source, etc arent offered its! Wages, bonuses and commissions in exchange for work performed that youve matched your job to. Rate, traffic source, etc particular job of antique calculators, using his training theatrical!