1. 2013 Employment Related Services Salary and Benefits Survey
Roger Horne
Business Development Manager
2013 ERSA Annual Conference
Good morning, thanks Anton for the introduction. As Anton said I am roger Horne and I work for ERSA. I am going to talk to you about the ERSA salary and benefits survey. Please bear with me as we have tried to avoid death by powerpoint today, but with the subject matter of this breakout it is unavoidable.

2. What we will cover Background and methodology Job titles
Salary survey results – by job roles
Salary survey results – benchmarking
What we will cover in the next 8-10 minutes READ FROM SLIDE

3. Methodology - timetable
Timescale
Now - March
ERSA seek expressions of interest from members
March - April
Finalise contributors, survey content and scope, Croner develop survey
April – May
Croner distribute and collect completed questionnaires
May - June
Croner analyse results
June
Results presented to contributors
July – December
Contributors have sole access to the full results
December
Full survey realised to ERSA membership
What we will cover in the next 8-10 minutes READ FROM SLIDE

4. Methodology 14 member organisations completed
Figures relate to May 2013
Corporate Staff and Delivery Staff
Medians calculated on samples of 5
Averages calculated on samples of 2-4
So first of all in terms of methodology we Selected Croner Rewards who have a long history of developing salary and benefits surveys in the business arena. Each year publishing up to 60 such surveys from a wide range of organisation including public sector and not for profit.
After selecting interested members, there were 14, we worked with Croner to devise a suitable questionnaire, this was distributed and asked for information to May 2013, so quite current.
The questionnaire asked each participant to provide for each job roles the basic annual salary and bonus that constitute the total annual cash payment. Other details requested included:
Pension,
medical
Company car
Plus geographic
The data was of course treated with the utmost confidentiality and the analysis was undertaken so no individual organisation could be identified.

5. Size of Organisation Average turnover/income - £71m (2012 was £61m)
Range £11.9m to £200m (2012 was £1.5m to £200m)
Total number of employees including Welfare to Work = 14,719 (8% increase from 2012) of which:
 2,922 Corporate Staff
 8,208 Delivery Staff
 Total 11,130
Welfare to Work staff represent 75.6% of the whole workforce

6. Job titles Corporate Chief Executive Officer
Managing Director/Chief Operating Office
Head of Business Development (New for 2013)
Head of Quality/Compliance (New for 2013)
Quality/Compliance Manager
CORPORATE JOB TITLES – TWO NEW ONES HEAD OF BD AND HEAD OF QUALITY

7. Job titles Delivery Staff Operation Director
Senior Operations Manager(Cluster)
Personal Advisor/Employment Consultant
Tutor/Trainer/Coach
Employer Engagement Manager
Employer Engagement Consultant
Supply Chain/Subcontractor Manager
Delivery Centre Administrator (New for 2013)
DELIVERY STAFF – NO SURPRISES, SMALL CHANGES WE REMOVED THE SPEICLAIST HEALTH COACH AND ADDED IN ADMINISTRATOR

8. Results

9. Staff Turnover
A total of 3,393 Welfare to Work staff left during the period 30th April 2012 to 1st May 2013 (a total of 6,737 left during the 12 months up to 30th April 2012)
61.3% of Corporate Staff and 73.1% of Delivery Staff left voluntary
38.7% of Corporate Staff, 26.9% of Delivery Staff left involuntary
Absence rate for both Corporate and Delivery Staff is 3.3%
BEFORE WE GET INTO THE RESULTS A SLIDE ABOUT STAFF TURNOVER
READ SLIDE

10. Sample – percentage of participants by location
GEOGRAPHIC COVERAGE, NOT NATIONAL BUT GOOD LONDON, SE, MIDLANDS AND NORTH EAST, SO A GOOD SPREAD.

11. Sample – percentage of employees by gender

12. MEDIAN TOTAL COMPENSATION
Corporate Staff
CORPORATE STAFF
MEDIAN BASIC SALARY
MEDIAN TOTAL COMPENSATION
Chief Executive Officer
130,000
188,143
Managing Director/ Chief Operating Officer
127,501
158,424
Head of Business Development (new 2013)
78,000
93,678
Head of Quality/ Compliance (new 2013)
67,620
78,502
Quality/Compliance Manager
42,741
46,402

13. MEDIAN TOTAL COMPENSATION
Delivery Staff
DELIVERY STAFF
MEDIAN BASIC SALARY
MEDIAN TOTAL COMPENSATION
Operations Director
78,000
82,680
Senior Operations Manager (Cluster)
47,000
53,841
Operations Manager
32,000
35,085
Personal Adviser/Employment Consultant
21,250
23,687
Tutor/Trainer/Coach
21,500
23,117
Employment Engagement Manager
43,725
47,718
Employer Engagement Consultant
24,493
26,942
Supply Chain/Subcontractor Manager
43,000
46,402
Delivery Centre Administrator
16,000
17,040

14. Corporate Staff / Delivery Staff
JOB TITLES
BASIC SALARY
Delivery Centre Administrator
16,000
Personal Adviser/Employment Consultant
21,250
Tutor/Trainer/Coach
21,500
Employment Engagement Consultant
24,493
Operations Manager
32,000
Quality/Compliance Manager
42,741
Supply Chain/Subcontractor
43,000
Senior Operations Manager (Cluster)
47,000
Head of Quality/Compliance
67,620
Head of Business Development
78,000
Operations Director
Managing Director/Chief Operating Officer
127,501
Chief Executive Officer
130,000

15. Chief Executive Officer by Income Band
MEDIAN
BASIC SALARY
TOTAL COMPENSATION
Under £50m
98,333
118,962
£50m to £100m
138,973
183,711
Over £100m
250,400
302,285

16. Corporate Staff CORPORATE STAFF BASIC SALARY TOTAL COMPENSATION
National
London
Chief Executive Officer
130,050
220,000
188,143
238,795
Managing Director/ Chief Operating Officer
127,501
131,000
158,424
142,675
Head of Business Development
78,000
80,000
93,678
Head of Quality/ Compliance
67,620
75,000
78,502
Quality/Compliance Manager
42,741
45,000
46,402
50,085

17. Delivery Staff DELIVERY STAFF BASIC SALARY TOTAL COMPENSATION National
London
Operations Director
78,000
70,000
82,680
80,750
Senior Operations Manager (Cluster)
47,000
44,566
53,841
49,838
Operations Manager
32,000
32,566
35,085
37,800
Personal Adviser/Employment Consultant
21,250
22,942
23,687
24,772
Tutor/Trainer/Coach
21,500
23,959
23,117
24,740
Employment Engagement Manager
43,725
42,500
47,718
47,700
Employer Engagement Consultant
24,493
24,946
26,942
30,692
Supply Chain/Subcontractor Manager
43,000
44,900
46,402
47,285
Delivery Centre Administrator
16,000
18,385
17,040
20,137

18. WITH A CONTRACTED BONUS %
Bonus Contracted / Achieved
CORPORATE STAFF
WITH A CONTRACTED BONUS %
WITH AN ACTUAL BONUS %
Chief Executive Officer
76.5
64.7
Managing Director/Chief Operating Officer
77.3
36.4
Head of Business Development
70.6
Head of Quality/Compliance
50.0
16.7
Quality/Compliance Manager
51.4
31.4
DELIVERY STAFF
Operations Director
60.9
15.2
Senior Operations Manager (Cluster)
32.7
14.5
Operations Manager
29.5
11.5
Personal Adviser/Employment Consultant
14.3
6.3
Tutor/Trainer/Coach
11.9
1.7
Employment Engagement Manager
46.7
20.0
Employer Engagement Consultant
29.7
10.9
Supply Chain/Sub Contractor Manager
18.9
8.1
Delivery Centre Administrator
13.1
3.3

19. Other Benefits CORPORATE STAFF DELIVERY STAFF LIFE ASSURANCE %
MEDICAL CASH PLAN %
HEALTH INSURANCE %
Chief Executive Officer
100
11.8
76.5
Managing Director/Chief Operating Officer
95.5
4.5
90.9
Head of Business Development
94.1
17.6
70.6
Head of Quality/Compliance
93.3
13.3
50.0
Quality/Compliance Manager
51.4
17.1
20.0
DELIVERY STAFF
Operations Director
76.1
15.2
47.8
Senior Operations Manager (Cluster)
69.1
7.3
41.8
Operations Manager
73.8
18.0
19.7
Personal Adviser/Employment Consultant
55.6
17.5
9.5
Tutor/Trainer/Coach
52.5
20.3 -
Employment Engagement Manager
48.9
11.1
53.3
Employer Engagement Consultant
51.6
15.6
18.8
Supply Chain/Sub Contractor Manager
18.9
24.3
Delivery Centre Administrator
50.8
13.1
9.8

20. Median Pension Contributions
CORPORATE STAFF
EMPLOYEE %
EMPLOYER %
Chief Executive Officer
7.5
14.1
Managing Director/Chief Operating Officer
8.0
Head of Business Development
5.0
6.0
Head of Quality/Compliance
Quality/Compliance Manager
7.0
DELIVERY STAFF
Operations Director
Senior Operations Manager (Cluster)
Operations Manager
Personal Adviser/Employment Consultant
6.5
Tutor/Trainer/Coach
Employment Engagement Manager
Employer Engagement Consultant
Supply Chain/Subcontractor Manager
Delivery Centre Administrator

21. Benchmarking
SO ALL THE SALARIES ARE VERY INTERESTING, WE CAN GO BACK DURING QUESTIONS TO LOOK AT ANY PARTICULAR , BUT THE NEXT SECTION DEALS WITH SOME BENCHMARKING AND TREND ANALYSIS….

22. Trend Analysis Percentage Changes
Median Basic Annual Salary
% change
2012
2013
Chief Executive Officer
137,500
130,000
-5.5
Managing Director/Chief Operating Officer
100,000
127,501
+27.5
Quality/Compliance Manager
31,724
42,741
+34.7
Operations Director
75,000
78,000
+4.0
Senior Operations Manager (Cluster)
55,000
47,000
-14.5
Operations Manager
30,000
32,000
+6.7
Personal Adviser/Employment Consultant
22,941
21,250
-7.4
Tutor/Trainer/Coach
22,170
21,500
-3.0
Employment Engagement Manager
35,000
43,725
+24.9
Employer Engagement Consultant
23,000
24,493
+6.5
Supply Chain/Sub Contractor Manager
43,000
+34.4
SOME FARILY SELF EXPALNANTORY COMPARISONS BETWEEN 2012 AND 2013

23. Percentage comparison with other sectors
CORPORATE STAFF
VS All Sectors
Chief Executive Officer
+2.0
Managing Director/Chief Operating Officer
+27.9
Head of Business Development
+22.7
Head of Quality/Compliance
+12.6
Quality/Compliance Manager
+10.7
DELIVERY STAFF
Operations Director
+20.9
Senior Operations Manager (Cluster)
-1.8
Operations Manager
-20.6
Personal Adviser/Employment Consultant
-22.5
Tutor/Trainer/Coach
-24.0
Employment Engagement Manager
+11.8
Employer Engagement Consultant
-6.3
Supply Chain/Sub Contractor Manager
+9.7
Delivery Centre Administrator
-12.6

24. Percentage comparison with other sectors
CORPORATE STAFF
VS All Sectors
VS Private Sector
Chief Executive Officer
+2.0
-19.4
Managing Director/Chief Operating Officer
+27.9
+21.9
Head of Business Development
+22.7
+14.0
Head of Quality/Compliance
+12.6
+2.7
Quality/Compliance Manager
+10.7
+9.8
DELIVERY STAFF
Operations Director
+20.9
+12.0
Senior Operations Manager (Cluster)
-1.8
-2.3
Operations Manager
-20.6
-21.8
Personal Adviser/Employment Consultant
-22.5
-23.1
Tutor/Trainer/Coach
-24.0
-24.6
Employment Engagement Manager
+11.8
+10.9
Employer Engagement Consultant
-6.3
-6.8
Supply Chain/Sub Contractor Manager
+9.7
+8.9
Delivery Centre Administrator
-12.6
-13.1

25. Percentage comparison with other sectors
CORPORATE STAFF
VS All Sectors
VS Private Sector
VS Public Sector
Chief Executive Officer
+2.0
-19.4
+0.9
Managing Director/Chief Operating Officer
+27.9
+21.9
+29.2
Head of Business Development
+22.7
+14.0
+23.0
Head of Quality/Compliance
+12.6
+2.7
+13.0
Quality/Compliance Manager
+10.7
+9.8
+11.1
DELIVERY STAFF
Operations Director
+20.9
+12.0
+21.2
Senior Operations Manager (Cluster)
-1.8
-2.3
-0.8
Operations Manager
-20.6
-21.8
-20.0
Personal Adviser/Employment Consultant
-22.5
-23.1
-21.3
Tutor/Trainer/Coach
-24.0
-24.6
-25.8
Employment Engagement Manager
+11.8
+10.9
+12.3
Employer Engagement Consultant
-6.3
-6.8
-5.4
Supply Chain/Sub Contractor Manager
+9.7
+8.9
+10.2
Delivery Centre Administrator
-12.6
-13.1
-18.2

26. Percentage comparison with other sectors
CORPORATE STAFF
Vs All Sectors
Vs Private Sector
Vs Public Sector
Vs Voluntary Sector
Chief Executive Officer
+2.0
-19.4
+0.9
+8.2
Managing Director/Chief Operating Officer
+27.9
+21.9
+29.2
+33.4
Head of Business Development
+22.7
+14.0
+23.0
+26.1
Head of Quality/Compliance
+12.6
+2.7
+13.0
+18.3
Quality/Compliance Manager
+10.7
+9.8
+11.1
+14.7
DELIVERY STAFF
Operations Director
+20.9
+12.0
+21.2
+24.4
Senior Operations Manager (Cluster)
-1.8
-2.3
-0.8
+4.8
Operations Manager
-20.6
-21.8
-20.0
-16.6
Personal Adviser/Employment Consultant
-22.5
-23.1
-21.3
-18.2
Tutor/Trainer/Coach
-24.0
-24.6
-25.8
-20.9
Employment Engagement Manager
+11.8
+10.9
+12.3
Employer Engagement Consultant
-6.3
-6.8
-5.4
-3.6
Supply Chain/Sub Contractor Manager
+9.7
+8.9
+10.2
+13.8
Delivery Centre Administrator
-12.6
-13.1
-12.4

27. 2013 vs 2012 Percentage comparison with other sectors 2013 2012
2012
CORPORATE STAFF
Vs All Sectors
Vs Private Sector
Vs Public Sector
Vs Vol Sector
Vs All Sectors
Chief Executive Officer 2
-19.4
0.9
8.2
11.6
-7.2
11.8
20.6
Managing Director/Chief Operating Officer
27.9
21.9
29.2
33.4
Managing Director/Senior Operations Director
12.2
3.6
10.6 21
Head of Business Development (NEW FOR 2013)
22.7 14 23
26.1
Head of Quality/Compliance
(NEW FOR 2013)
12.6
2.7 13
18.3
Quality/Compliance Manager
10.7
9.8
11.1
14.7
-14.5
-15.4
-14.1
-10.5

28. 2013 vs 2012 Percentage comparison with other sectors 2013 2012
2012
DELIVERY STAFF
Vs All Sectors
Vs Private Sector
Vs Public Sector
Vs Voluntary Sector
Operations Director
20.9 12
21.2
24.4
21.5
9.1
22.1
29.9
Senior Operations Manager (Cluster)
-1.8
-2.3
-0.8
4.8 18
17.5
19.2
26.6
Operations Manager
-20.6
-21.8
-20
-16.6
-20.9
-21.6
-20.5
17.2
Personal Adviser/Employment Consultant
-22.5
-23.1
-21.3
-18.2
-10.5
-10.9
-9.6
7.3
Tutor/Trainer/Coach
-24
-24.6
-25.8
-16.3
-17.5
-13.3
Employment Engagement Manager
11.8
10.9
12.3
14.7
-14.2
-15
-7.1
-4.5
Employer Engagement Consultant
-6.3
-6.8
-5.4
-3.6
-10.4
Supply Chain/Sub Contractor Manager
9.7
8.9
10.2
13.8
Supply Chain/Subcontractor Manager
-16.4
-17.1
-12.4

29. Thank you Questions. Roger Horne Business Development Manager e. roger
Thank you Questions? Roger Horne Business Development Manager t