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High-Performance Pay

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High-Performance Pay: Fast Forward to Business Success
by Patricia K. Zingheim and Jay R. Schuster
WorldatWork, January 2007

To order, contact WorldatWork
ISBN 1-57963-1614 paperback

Read the Foreword by Mike Davis of General Mills

Table of Contents

High-Performance Pay is the third in the series of books written by us. The first is The New Pay: Linking Employee and Organizational Performance (Jossey-Bass Publishers, 1992), and the second is Pay People Right! Breakthrough Reward Strategies to Create Great Companies (Jossey-Bass Publishers, 2000).

The New Pay is credited with starting the transformation to the expanded use of variable pay below the management level—some 80% of organizations now use some form of variable pay for non-management and non-sales personnel. Pay People Right! was one of the first to pose a model for total rewards—total rewards has become the cornerstone of pay and rewards design since 2000. High-Performance Pay suggests the business case for the why and how of really paying for performance as a concrete and effective business strategy to create a performance culture and a high-performance organization.

Praise for High-Performance Pay

Here is what leading management thinkers say about High-Performance Pay:

Dave Ulrich, Professor, Ross School of Business, University of Michigan and Partner, The RBL Group says
High-Performance Pay is a thorough and thoughtful compilation of present and future total reward practices. Zingheim and Schuster offer both design principles and practical guides for action for the key challenges facing line executives and total reward professionals.  Their insights will help keep super talent, build company brands, design and deliver both base salary and incentive programs, reward high performers, align competencies and skills to reward programs, meet unique needs of those working in contact centers and sales, and create performance-based executive compensation systems.  This compendium of practices illustrates how innovations in pay can sustain and drive business performance.” 

Edward E. Lawler III, Distinguished Professor of Business and Director, Center for Effective Organizations, University of Southern California and co-author of Built to Change and The New American Workplace says
“The development of a business strategy-driven reward system is critical in creating a high-performance organization. This means not just pay for performance, but the right kind of pay for performance. Pat and Jay’s book provides the latest and best information on achieving high performance through pay.”

James O’Toole, Research Professor, Center for Effective Organizations, University of Southern California, author of Creating the Good Life and co-author of The New American Workplace says
“Effective leadership requires making rewards count. High-Performance Pay is a leader’s primer on how to recognize and reward excellence—a key ingredient of organizational success.”

Dr. John W. Boudreau, Research Director, Center for Effective Organizations and Professor, Management and Organization, Marshall School of Business, University of Southern California and co-author of Beyond HR: The New Science of Human Capital says
“Pat Zingheim and Jay Schuster show that pay systems must treat investments in total rewards like the vital business decisions they are, incorporating talent segmentation, logical decision principles and agility.”

Here is what leading HR practitioners say about High-Performance Pay

Jeff Chambers, Vice President, Human Resources, SAS says— 
“I plan to get a copy of High-Performance Pay for all my direct reports to facilitate a discussion on how we overhaul our total rewards model in light of changing business conditions. Zingheim and Schuster succinctly define the problems and propose workable, common sense solutions.  Everyone wants to pay for meaningful performance aligned to business results; this book shows you how to do it.”

Maggie Gagliardi, SVP, Global Compensation & Benefits, American Express Company, and 2007 Chair, WorldatWork Board of Directors says
 “Schuster and Zingheim bring pay for performance to life in order to create a best of the best talent solution in a practical and actionable way. Ideas to differentiate base pay are just one example of their creativity. A must read for all rewards professionals and business leaders who want to accelerate business success.”

D. Thomas Dale, Vice President, Human Resources, Pulse, Inc., a Technitrol company says— 
 “I always look for the applicability of pay concepts to a global workforce. Pat and Jay present a pay philosophy and related concepts that apply to any company or organization that seeks to achieve superior business performance wherever they operate in the world.”

Mark A. Speare, Senior Associate Director for Patient Affairs, Human Resources & Marketing, UCLA Heath System says— 
“With thoughtful insight, High-Performance Pay gets to the heart of what it takes to truly get what we pay for to make our organizations great. In doing so, Pat and Jay build on their early work in The New Pay and Pay People Right!, by offering win-win strategies that connect the sound ideals of total rewards—individual growth, compelling future, positive workplace and total pay—with high performance. A great ‘next generation’ read for leaders who want to create a workplace brand that attracts the right people to do the right things.”

Dennis Campos, Human Resources Director, Los Angeles Biomedical Research Institute and Adjunct Professor, Claremont Graduate University says— 
High-Performance Pay is not for a bookshelf. It should be marked up, dog-eared and well worn by successful readers. This is an action book. Put Zingheim and Schuster’s wisdom in action. Your employees and customers will thank you for doing so.”

Leslie M. Stevens, CCP, CEBS, Director Compensation, Starbucks Coffee Company, and WorldatWork Board Member and Faculty says
“The mark of today’s successful compensation and human resources professionals is their ability to partner with their business leaders to drive a level of performance that enables the meeting and exceeding of business goals. Pat and Jay have again given us the go-to book for developing strategies and tactics for driving that peak level of performance in our organizations given today’s challenging business environment.”

Randolph Wm. Keuch, VP, Total Rewards, HJ Heinz Company says— 
“Having spent my entire career in the compensation and benefits field, this work represents the most up-to-date compendium of ‘must know’ compensation solutions I have seen in one book. I hope Pat and Jay are willing to update this book five years from now.”

Desirée Klein-Wagner, VP Total Reward, Group Human Resources, BP p.l.c. says— 
“As in the Internet age the administrative and technological hurdles disappear, but also with increasingly tight budgets and ever greater competition for top talent, it is down to each of us who propose reward strategies to ensure reward funds are first and foremost applied to those people who provide the highest value to the business. Here is an opportunity to develop a simple, sustainable application to support strategic rewards in large complex organisations like BP to enable competitive advantage.”

Ann Ewers, HR Total Rewards Executive, Bon Secours Health System, and WorldatWork Keystone Award Winner says— 
“Today, all employers are facing key workforce and reward-related concerns such as shortages of key talent, economic challenges to manage cost, and fundamental questions about the right mix of rewards to attract, retain and ENGAGE outstanding people. Pat and Jay’s book is a comprehensive tool addressing these critical real-time issues!”

Ann Bartelstein, Division Vice President, Pharmavite, LLC says— 
 “Zingheim and Schuster have done it again! They’ve written another readable, actionable and forward thinking book. High-Performance Pay is indispensable for all HR professionals who want to keep or claim their seat at the executive table.”

Tracy J. O. Kofski, Vice President Total Rewards, Target and WorldatWork Board Members says— 
“High-performance pay never goes out of style, but our approach as HR Practitioners and Managers of People continues to evolve. Thank you to Zingheim and Schuster for providing this updated guidebook for use as part of an integrated total rewards strategy.”

Laura Thanasse, Vice President Compensation Strategy, Sun Life Financial Inc. says— 
“In an era of heightened governance and increased transparency, linking pay and performance is more critical than ever. All stakeholders demand high performance. In High-Performance Pay, Zingheim and Schuster show how to create a sustainable high-performing culture, and more importantly, how to keep it on course as business needs change.”

Kerry Chou, Director, Global Compensation and Benefits, ON Semiconductor says— 
“Zingheim and Schuster continue to push the envelope in providing practical strategies that will truly move the needle in the effectiveness of your company’s compensation program.  A must read for anyone desiring to get the most out of the reward budget in an ever-increasing dynamic business environment!”

Irene Kohut, Director, Global Compensation, Nortel says— 
“In their previous book Pay People Right!, Zingheim and Schuster highlighted the need to focus on Total Rewards when developing an effective employment value proposition. High-Performance Pay takes this concept forward and challenges the reader to apply it in ways that will drive successful business performance. This new book provides a window into the future of compensation strategy along with some practical advice and case studies. An essential guide for all compensation professionals.” 

Karen F. Ickes, SVP Total Rewards, Wendy's International Inc. says
“A comprehensive and thought-provoking book about the evolution of change for a compensation/benefits professional to a total rewards professional. Reading this book emphasized the importance of linking pay and rewards to business goals, providing pragmatic examples of how a total rewards professional can be an agent of change for creating and sustaining high-performing  organizations.”

Here are the comments of leading consultants on High-Performance Pay:

Bruce R. Ellig, Former Chief HR Officer, Pfizer Inc. and author of second edition of The Complete Guide to Executive Compensation says
“Pay for performance from the factory floor to the executive suite is the prerequisite for a high-performance organization. This book provides the needed information to make it happen. It should be required reading for every human resource professional and manager of people.”

Jerome A. Colletti, Managing Partner, Colletti-Fiss, LLC, and co-author of Compensating New Sales Roles and Sales Compensation Essentials says— 
“Pat and Jay provide a practical guide that business leaders and HR professionals can use to define a total rewards strategy that contributes to a blueprint for high performance. Both new and experienced HR professionals—who are engaged in helping business leaders forge total reward programs in their companies—will benefit from reading this book which provides not only practical advice but also proven, actionable ideas for making a difference in organization performance.”

David J. Cichelli, Senior Vice President, The Alexander Group, Inc. and author of Compensating the Sales Force says— 
“Pat Zingheim and Jay Schuster once again demonstrate why they are the thought-leaders in compensation design. Benefit by the broad arc of strategic compensation ideas found in High-Performance Pay.”


To order High-Performance Pay: Fast Forward to Business Success, contact WorldatWork
ISBN 1-57963-1614 paperback 

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