Two customers call in. One job is routine and quick; but, will be in the lower levels of profit margin. The second job is much more involved, will take a greater level of skill and customer service. However, the profit margin is at the top of your range. In most cases, your best people will be on the second job.
Most organizations have a time served compensation model. Each year the employee is evaluated and then given a raise. If they are promoted to a new position, they are paid near the bottom of the new position pay range. Once you are in the new position pay raises are based on your tenure. I am a strong advocate of value based compensation. What value are you bringing and how can we increase the value of an employee.
Several years ago I met a group of employees. They had important but not exciting jobs. They were below the average pay for the company. Visitors routinely walked past them and did not even really notice them. They were in the end phase of shipping and were the last people to see the product before the customer did. They were also one of the most productive and engaged departments in the company.
There is a college football team which I follow who had an interesting start to this year’s season. They won most of their games; but most were close. They lost a couple games which, in my opinion, they should have won. One game in particular stands out. They were ahead by 2 or 3 points with three or four minutes on the clock.
Let’s say you were given a diagnosis of some type of cancer. It is spreading through your body and the prognosis is very bad. A doctor comes into the room and offers you two pills. The first pill will cure the cancer. The second pill will have an indirect benefit, such as alleviation of some but not all of the pain. The first pill will save your life.
A mercenary on the battlefield is looking for a reason not to fight. The only thing he gains is his price and in the old days their share of any plunder. A citizen on the other hand is defending his home, family and country. They are fighting for things which are intrinsic to who they are. Once they are on the battlefield, they will fight.