Incentive schemes are a minefield – how do you get them right? In general people will do what they are paid to do – and the same applies with any bonus structure – the most critical thing is ‘the measures’ I was lucky enough to do some work with an expert on incentive schemes a [...]

A good meeting this week with some top people from Metro – triggered by the appointment of the energetic Chris Brindley to run the quickly growing branch network. Metro have positioned themselves as innovative for customer service and responsive in the personal banking sector. They have however been head-hunting some quality business and commercial bankers [...]

Interest Rate Management contracts (commonly referred to as ‘swaps’) continue to feature in discussions between commercial borrowers and their bankers. There are benefits to both parties if the product match is right and there is a full understanding/commitment on the part of the borrower. These contracts can however be complex and the negotiations can sometimes [...]

A world class javelin thrower was once asked by a commentator why she was the best. She said it was simple: she had the best run up, strength in her arms, had perfected the technique in the throw and followed through. He asked her if it was that easy. She responded angrily to say that she [...]