Employee Contributions: Determining Individual Pay firm. ment, identifying new client prospects and making "pitches" to these prospects There are six employees in the firm who focus exclusively on business develop- is high, averaging four times the revenue of the typical EDA client in the past, the about ways that EDA can help them. While the payout for landing these prospects likelihood of getting these new clients is considerably lower. In the past the devel- opment associates (as they are called) were paid heavily on incentive pay (4 percent of revenue generated by clients landed by the associate) along with a base pay that was 95 percent of the market rate for comparable jobs in western New York. What changes do you think should be made in compensation to reflect changes in the strategic plan of EDA? 4. Companies focus heavily on cost-saving strategies to be competitive today. Identify both monetary and nonmonetary ways of cost saving that would be relevant to a compensation person's job. 5. You supervise in a company that is a low payer relative to competitors. What things I have control over to increase the likelihood that workers will feel fairly treated? do you