Are you in it for the money?

15th May 2014 by Judith Harvey

Are you in it for the money?

People try lots of ways to get other people to work harder: bonuses, performance-related pay, incentive schemes, targets, QOF, profit shares, fee for service, commission, piece work, payment by results, stock options . . . all are carrots to extract more work from staff. But how effective are they?

The evidence is, not very. As I found out for myself.

Twenty years ago I was a partner in a practice which had a staff bonus system. I was commissioned to write an article for a general practice magazine. They expected me to say how motivating it was for staff to share in the practice’s profits. I described how we were abandoning it because it had proved so demotivating.

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