How-To
PER FECTFIT
Creating rewards participants really want
ILLUSTRATION BY SUSAN FARRING TON
Awell-crafted incentive program is one that provides extraordinary rewards for extraordinary
results. But too often, companies fail to offer a
prize that truly appeals to their employees, dealers
or customers. “They operate out of good intentions but miss
the mark when choosing the right rewards for the very people they are trying to motivate,” says Bob Nelson, Ph.D., president of San Diego-based management consulting firm
Nelson Motivation.
According to industry experts, offering rewards that recipi-
ents value is one of the most critical aspects of any effective
incentive program. “If you decide in a vacuum what recipients
want most, you’ll likely get it wrong,” says Nelson, who has witnessed dozens of examples of “wreckognition,” the term he
coined for rewards gone awry.
Naturally, the prizes can’t be dictated purely by participants’
preferences; they should be in line with the budget and overall
strategic goals of the host organization. However, points out
Chester Elton, co-author of A Carrot a Day (Gibbs Smith),
“When their input is asked and they help to create the rewards,
BY LISA GRIMALDI
SEPTEMBER 2005
MEETINGS & CONVENTIONS
15
