Link to Shareholder Expectations: Adding a Performance Orientation
-- Assess institutional investor published proxy voting
guidelines. companies nationwide with comprehensive advice on the
design, financing and administration of compensation and benefit
programs.

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- Identify which suppliers have the best -trained, most effective
sales reps.
-- Address key issues outlined in this checklist!

2. Compare option valuation methods.

7.

consistently shareholder

researchandmarkets.
- Determine which forms of assistance and support are considered
essential according to the customers' geographic region. Get From Here to There: Map Your Transition Strategy
-- Review alternatives to mitigate earnings charge for
instruments that are unlikely to deliver value to employees.

mbo systematically

The step-by-step checklist below from Pearl Meyer + Partners
guides companies through the procedures to prepare.
-- "Lay-in" assumed future year grants to better understand
expense and dilution effect in the longer-term. Understand the Landscape: Choose Your Tools
-- Ensure appropriate LTI instruments are available in your
plan(s). Optimize the Mix: Develop a Portfolio
-- Review integration of long-and short-term incentive programs.
-- Assess whether long -term compensation should be supplemented
with nonqualified deferred compensation or a supplemental
executive retirement plan.
-- Determine appropriate level of performance orientation and
analyze predictability of various metrics.
-- Prepare detailed Compensation Committee report for proxy
statement-outlining changes to compensation plans.

econometric incentive

Countdown to SFAS 123R! 10 Critical Steps Companies Should Take Today

-- Create a multi-disciplinary implementation team bringing
together expertise from human resources, compensation, legal ,
finance and investor relations.

scorecard maximizing

Headquartered in New York, the firm maintains
offices in Atlanta, Boston, Charlotte, Chicago, Houston and Los
Angeles.S.

econometric scorecard

- Ascertain the professional training and skills that customers
expect their reps to have segmented by the customers' geographic
region.
To enquire about purchasing the additional data set in addition to
the enterprise wide report please click on enquire

For more information visit
http://www. Analyze historical volatility and potential future
volatility. The firm's services include
customized marketplace surveys, organizational development, employee
pay programs and sales incentives, all supported by strong actuarial
and benefits expertise. (www.

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-- Compare the effectiveness of all alternative LTI
instruments--their specific impact on and appropriateness
for your company.

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1.

3.
-- Consider option-restructuring alternatives.

maximisation balanced

researchandmarkets .
-- Analyze probabilities of efficient outcomes for various LTI
instruments.

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4.

5.

trigger eva

g. Comply: Document and Disclose the Plan Documentation
-- Update plan documentation for your proxy statement and
determine whether any changes in the LTI plan require
shareholder approval or plan amendment.

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-- Analyze grant and exercise history to determine expected life
for use in stock option valuation.
-- Determine if your plan needs adjustment in light of new fair
value accounting guidelines.

6.

shareholder evc

Research and Markets: How to Improve Sales Rep Performance: A Global Analysis

Set the Course: Develop a Strategy to Address Fair Value
Accounting
-- Define a time line of required activities. Know What 's Going On: Understand Real Time Trends
-- Review trends in Long Term Incentive (LTI) instrument use and
disclosures.

About Pearl Meyer + Partners

Founded in 1989, Pearl Meyer + Partners (www.

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Business Editors/Biotech Writers

DUBLIN, Ireland----Sales reps are a
vital part of a life science supplier's success because they provide a
direct link to their customers .
-- Educate and communicate changes to your LTI program.clarkconsulting.

systematically ensures

com/reports/c12311 ) has announced the
addition of Improving Sales Rep Performance: A Global Analysis to
their offering
Overall, this report can serve as a guide to better understand
scientists so that your sales reps can increase your company's
competitive advantage by delivering value, building brand equity and
fostering a positive image.
- Determine how a scientific customer's psychographic profile
affects their interaction with sales reps.
ii.
-- Determine the optimal mix of LTI instruments based on
business objectives, reward strategy and financial impact to
your company and executives.

8.
-- Select performance metrics and methodologies that align with
business objectives.

evaluate qld

Test both expense recognition methodologies.

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- Discover when sales reps are most needed to facilitate purchase
decisions and compare customers' answers according to their geographic
region.
-- Examine whether changes should be made to competitive value
and/or participation levels to attain an acceptable dilution
level.
-- File Form 8-Ks shortly after approved plan changes.

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(e., Form 4s, 8-Ks, and Proxy Statements).

10 .

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Based on a 34-question survey of over
1,800 scientists, the second edition of Improving Sales Rep
Performance: A Global Analysis is designed to offer insights on how
sales executives can align their sales force organization, recruitment
and training in a way that reflects the needs and expectations of
scientific customers in different geographic regions.
Research and Markets
(http://www.
-- Evaluate FAS expense management through option restructuring
and/or accelerated vesting of options.

balanced ensures

com/reports/c12311

Business Editors

BOSTON----Now that the Financial
Accounting Standards Board (FASB) has mandated that public companies
must expense stock option grants for financial reporting periods after
June 15, 2005, companies need to prepare . Ensure Your Ability to Attract and Retain: Establish a Competitive
Perspective
-- Assess the competitiveness of your executive and employee LTI
plan.
-- Review program for pitfalls such as high burn rates, high
total overhang, repricing, and discounted options .

9.com) is
one of the nation's leading compensation consulting firms, serving
Board Compensation Committees as outside counsel and assisting
companies in the creation and implementation of innovative
compensation programs to attract, retain, motivate and reward
executives, employees and Directors .

idg scorecard

Size the Problem: Projecting Your Expense/Dilution
-- Value estimated current and future year grants to determine
earnings effect over the vesting period.
-- Determine total and annual potential dilution based on grant
guidelines and compare to industry norms .pearlmeyer.com

value consistently

While
the report depicts the responses to these questions in aggregate , more
than 40 company-specific profiles are available to supplement your
understanding of your customers or those of your competitors.
- Understand how customer type influences how sales reps are
perceived.
iii.

Value Based Management is the management approach that ensures organizations /companies are run consistently on value (normally maximizing shareholder value).

balanced maximizing

The report
identifies the personal and professional qualities that are most
appreciated as well as describes how scientists evaluate the
performance of sales reps so that this information can be incorporated
into sales training programs to develop more credible and effective
reps.
A unique feature of this year's study is that several survey
questions were answered with regards to specific sales forces.

The major objectives of this report are as follows:

- Identify the personal qualities that scientific customers look
for in their sales reps segmented by the customers' geographic region.

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Whether a company is staying
with options, or moving toward other long-term incentive instruments,
preparation will be the key to effectively managing the impact of SFAS
123R.
-- Examine trends around the implementation of performance
metrics into LTI programs. Build Your Case: Develop Assumptions
-- Determine what works best for your company:
i.
Pearl Meyer + Partners is a practice of Clark Consulting
(NYSE:CLK), the largest publicly traded firm in its field, serving
3,900 U.