Incentivising Agency Performance

Examines the possibilities and the problems of agency PBR (Payment By Results) schemes. Unbundling of agencies into various specialisms led to fee-payment; this enabled agencies to charge for services historically never charged for (such as strategic thinking), but required greater openness about how costs are accounted for: it has not led to buying on price.

Incentivising Agency Performanc

Jim Surguy Results Business Consulting

With clients' procurement departments being ever more involved in agency/client financial negotiations, agency remuneration is increasingly used by clients as a tool to modify agency behaviour....