Moving Forward…

The variable components of the Consultants would depend on:

 Performance on Project
 Technical Skills
 Certifications
 Compliance and Adherence to processes
 Knowledge Creation and Distribution
 Role Played / Additional Responsibilities taken and Delivered
 Additional Revenue for the Organization
 Attitude

Following will be the weightage for each of the above:

 Performance on Project - 20%

 Technical Skills - 20%
 Certifications – 10%
 Compliance and Adherence to processes – 10%
 Knowledge Creation and Distribution – 10%
 Role Played / Additional Responsibilities taken and Delivered – 15%
 Additional Revenue for the Organization – 10%
 Attitude – 5%
Performance on Project 20 points

Factors determining the Performance on Project

1. Timely delivery
2. Quality of delivery
3. Customer Feedback
4. Project Coordinator feedback
5. Outcome of Fortnightly review meetings

For each default in timely delivery, 2 points will be deducted from the points considering the
circumstances and the dependencies.

For Project Coordinators / Project Managers, Successful Delivery of a Fixed Bid Project within the
defined Timelines and with defined resources, would result in getting 10 points for each successful
project.

10% Slippage is allowed. In case the slippage is more than 10% of the plan, the PC / PM will lose 5
points for every additional slippage.

The PC / PM can also change the baseline plan by raising a Change Request with the Customer
where the Customer is ready to pay for changes, and the delivery deadlines are revised.
Technical Skills 20 points

Factors determining the Technical Skills:

1. Feedback on Periodic Technical Reviews

2. New Products / Technologies learnt / mastered

A Consultant is expected to be skilled in minimum 4 of the base tools / technologies.

The Base Tools / Technologies are:

1. RDBMS Concepts
2. Universe Designer
3. Web Intelligence
4. Desktop Intelligence
5. Crystal Xelsius
6. Crystal Reports
7. Business Objects Administration
8. Business Objects Data Integrator
9. SAP BW

In case the Consultant is not skilled in minimum 3 base tools / technologies, i.e. if the consultant
rates < 3 in 3 out of 4 Base tools, he will lose 5 points.

For Base Tools / Technologies

For each technology / tool where the review rating is between 3 and 5, the consultant will get 2
point.

For each technology / tool where the review rating is between 5 and 7, the consultant will get 3
points.

For each technology / tool where the review rating is 7+, the consultant will get 4 points.

New Tools / Technologies (Addition to 4 Base tools / Technologies for each consultant from the
stack of Base Tools / Technologies)

For each NEW technology / tool learnt (i.e. the points between 4 and 7), the consultant will get 4
points.

For each NEW technology / tool mastered (i.e. the points are 7+), the consultant will get 6 points.
In case the Consultant has or plans to posses the expertise in Tools / Technologies which are not
mentioned as the Base Tools / Technologies, the consultant has to ensure that the Tool /
Technology is relevant to the Business line of ITree and should get a prior approval from the
Management regarding the same.
Certifications 10 points

For each certification within the BOCP stack, the consultants would get 1 point.

The consultants would get 3 additional points for completing BOCP (Webi / Crystal / Admin / DI)

The certification fees would be reimbursed by the organization after 3 months from the successful
passing of the certification exam.

For certifications other than BO, the consultants should take a prior approval from the Management, to
ensure that the certifications are useful to the organization. The consultant would get 1 point each for
all such certifications.

For a PMI certification the consultant gets 10 points. Cost for appearing for PMI exam could be
reimbursed by the company after six month of achieving the success in exam.

In case a consultant fails to give ANY certification in the entire period, 2 points will be deducted from his
total points.
Compliance and Adherence to processes – 10 points

Factors determining the Compliance and Adherence to processes:

1. Compliance of Time Sheets

2. Punctuality
3. Attendance
4. Attendance for Review Meetings
5. Attendance / Participation for events within the organization
6. Planned / Unplanned Leaves
7. Project Documentation
8. Fortnightly review meetings
9. Customer feedback
10. Project Coordinator feedback
11. Feedback from HR

In case of non compliance of Time Sheets for 2 consecutive weeks, the consultant would lose 3 points.

For non attendance of review meetings 2 consecutive times, the consultant would lose 3 points.

The weightage of other activities / events / trainings and the effect of non compliance of the same
would be announced by the management on case to case basis.
Knowledge Creation and Distribution 10 points

Factors determining the Knowledge Creation and Distribution:

For each of the following created and distributed, the consultant would get 5 points.

1. White paper
2. Technical Presentation,
3. Any new solution to a technical issue
4. Domain knowledge such as banking, retail, etc
5. Template and tool
6. Case Study
7. Value Document

The qualification based on the relevance and usefulness for these, would be determined by the
management.

The distribution of the same via trainings, orientations, mails would be an integral part of the Knowledge
creation and Distribution process.

The distribution methodology would be determined and designed by the management considering the
sensitivity and the usefulness of the knowledge created.
Role Played / Additional Responsibilities taken and Delivered – 15 points

Factors determining Role Played / Additional Responsibilities taken and Delivered

Factors determining the Role Played / Additional Responsibilities taken and Delivered

1. Nature of Additional responsibility

2. Consistency in the Additional responsibility taken
3. Successful Delivery within the new role.

The change in role / additional responsibilities can be two fold, one in the existing project or new role
within the Organization.

For additional responsibilities within the project, the consultant will get 5 points

For additional responsibility and role played for the Organization, the consultant would get 10 points.

These points would be determined, based on consistency, efforts put in, proactivity and success in the
new responsibilities taken / Role played.
Additional Revenue for the Organization – 10 points

Factors determining the Additional Revenue for the Organization

1. Active participation in Pre Sales activities

2. Role played in new Customer Acquisition
3. Role played in up sale at existing customers

Consultant will get 3 points each for any of the above mentioned activities.

The monitoring and measurement will be done by the management along with the Sales team.
Attitude – 5 points

The Attitude would be monitored towards:

 Work
 Organisation
 Team
 Superiors
 Customer

The factors that would determine the right attitude would be through:

1. Regular feedbacks
2. Internal Review meetings
3. Customer Feedback
4. Project Manager / Project Coordinator feedback
Implementation:

The consultants would be given 20 points each in the beginning.

Further, the points will be calculated annually, and the variable component will be disbursed annually.

The points will be announced every quarter, so that the consultants can take required measures.

Points Impact
< 40 20% of variable component
40 – 60 50% of variable component
60 – 80 70% of variable component
80 – 90 85% of variable component
90 – 100 100% of variable component
100 – 120 120% of variable component
120 + 150% of variable component

The weightage for other activities and KRAs defined from time to time will be announced on case to case
basis. The non compliance for which would result in deduction of points as announced.