August 2022
Case
HBS Case Collection

The Spreadsheet

By: Zoë B. Cullen and Alexander J. MacKay

Format:Print
| Language:English
| Pages:4

Abstract

Compensation is the largest expenditure of almost every venture. Getting compensation packages right affects talent acquisition, retention, and profitability. In this case, and accompanying negotiation exercise, students learn strategies and tactics for setting compensation in the context of recruiting a Chief Marketing Officer to an early-stage venture. The case offers an appreciation for the central role of salary benchmarks and pay transparency, as well as the practical skills for using salary information.