(You may want to print this page for easy reference as you enter data.)

The data entry form defines "practices" and "positions" in a way that applies to the greatest number of Solution Provider companies.

Thank you for doing your best to map your company's organization and roles to this structure.

Step 1: Identify your Predominant Business Model™

Solution Providers with different business models pay different wages for otherwise similar positions. In order to provide you with the highest value results, we must know the Predominant Business Model of your company.

To determine your Predominant Business Model, enter your revenue for each line of business (in whole dollars) using the description shown in each Help button ("?").

Please account for 100% of your top-line revenue.

Your Predominant Business Model will then be displayed.  For more information about Predominant Business Models and why they enable you to pick more relevant best practices and more easily compare yourself to other firms, click here (opens in new window).

Step 2: Enter Position Information (Fields) 

The data entry form groups your people by the practice or team to which they belong.  For a description of each practice and team, please see Aligning Your Practices and Teams with the Survey Format.

If you have no people who meet a specific description, leave the row blank. 

For each position in which you have employees (do not include contractors), please enter:

Field	Definition	Example
Headcount	The number of people (employees not contractors) you have in this position. You will be asked to break them into three seniority categories: 1-3 years of experience in the position, 4-7 years of experience in the position, and 8 or more years of experience in the position.	Example: You have 4 people who are Network Infrastructure Engineers with 4-7 years of experience.  Enter"4" in the row for this position and tenure.
Avg. TAE	The average "TAE" or Targeted Annual Earnings of the people in this position. This is the W2 (T4 in Canada, P60 in the UK, Income Statement in Australia, and Gross Earnings in New Zealand) payroll, including bonuses and incentives but excluding benefits, taxes, training, and so on.	Example: The average payroll (W2 or T4 in Canada) of these four Network Infrastructure Engineers is $65,000. Choose $65,001 to $67,500 from the pulldown. Note: You may have no official bonus plan, but customarily do offer profit sharing, spiffs or similar additional compensation.  In this case, report the actual W2 (T4 in Canada, P60 in the UK, Income Statement in Australia, and Gross Earnings in New Zealand) including these, not just the "salary" portion.
% Variable	Of their W2 (T4 in Canada, P60 in the UK, Income Statement in Australia, and Gross Earnings in New Zealand) what proportion is "at risk" or variable pay used for incentive purposes.	Example: Of the $65,000, $7,500 is "at risk", meaning, their base pay is $57,500 and their incentive or bonus pay is $7,500. $7,500/$65,000 = 11.5%. Choose the nearest percentage from the pulldown. Note: You may not pay incentives or bonuses for a given position, in which case enter 0.0% in the pulldown. Or, you may have no official bonus plan, but customarily do offer profit sharing, spiffs or similar additional compensation. In this case, report the actual W2 (T4 in Canada, P60 in the UK, Income Statement in Australia, and Gross Earnings in New Zealand) including these, not just the "salary" portion.
Hourly Billing Rate	This is the average hourly rate at which you bill the client for this skill level. This is not the rate you pay the person. For people whose time you do not bill to the client (i.e. non-technical people such as sales people, admin staff and managers) do not enter an hourly rate.	Example: For these four Network Infrastructure Engineers, you bill their time at an average of $126.00 per hour. Enter that amount.
TAE % Increase - Current	Select the average percentage of increase you applied to this position in the current year. Use the pulldown  to choose ".1% to 3%," "3.1% to 6%," "More than 6%," or "No Increase."	Example: You increased the overall TAE by an average of 5% for all of the Network Infrastructure Engineers with 4-7 years of experience position. Choose "3.1% to 6%" from the pulldown.
TAE % Increase - Planned	Select the average percentage of increase you plan to apply to this position in the coming year. Use the pulldown  to choose ".1% to 3%," "3.1% to 6%," "More than 6%," or "No Increase."	Example:  You plan to increase the overall TAE by an average of 2% next year for all of the Network Infrastructure Engineers with 4-7 years of experience position. Choose ".1% to 3%" from the pulldown.
FTE Churn	Include the number of employees who left your organization: Identify the total number of employees who voluntarily resigned, retired, or were terminated during the year. Exclude any temporary or seasonal employees from this count.	Example:  One of your Network Infrastructure Engineers retired this year. Choose "b) 1" from the pulldown.
Work Location	Select the workplace policy work location you allow for this position in the current year. Use the pulldown to choose "Work from home 100%," "Hybrid 2 or less days in the office," "Hybrid 3 or more days in the office," or "In office 100%."	Example:  Your workplace policy requires all of the Network Infrastructure Engineers with 4-7 years of experience position to be in the office every day. Choose "In office 100%" from the pulldown.