1. 1 2013 Employment Related Services Salary and Benefits Survey Roger Horne Business Development Manager 2013 ERSA Annual Conference

2. What we will cover Background and methodology Job titles Salary survey results – by job roles Salary survey results – benchmarking

3. 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

4. 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

5. 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

6. 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)

7. Staff Turnover A total of 3,393 Welfare to Work staff left during the period 30 th April 2012 to 1 st May 2013 (a total of 6,737 left during the 12 months up to 30 th 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%

8. 8 Results

9. Sample – percentage of participants by location

10. Sample – percentage of employees by gender

11. Corporate Staff CORPORATE STAFFMEDIAN BASIC SALARY MEDIAN TOTAL COMPENSATION Chief Executive Officer130,000188,143 Managing Director/ Chief Operating Officer 127,501158,424 Head of Business Development (new 2013) 78,00093,678 Head of Quality/ Compliance (new 2013) 67,62078,502 Quality/Compliance Manager 42,74146,402

12. Delivery Staff DELIVERY STAFFMEDIAN BASIC SALARY MEDIAN TOTAL COMPENSATION Operations Director78,00082,680 Senior Operations Manager (Cluster) 47,00053,841 Operations Manager32,00035,085 Personal Adviser/Employment Consultant 21,25023,687 Tutor/Trainer/Coach21,50023,117 Employment Engagement Manager 43,72547,718 Employer Engagement Consultant 24,49326,942 Supply Chain/Subcontractor Manager 43,00046,402 Delivery Centre Administrator16,00017,040

13. JOB TITLES BASIC SALARY Delivery Centre Administrator16,000 Personal Adviser/Employment Consultant21,250 Tutor/Trainer/Coach21,500 Employment Engagement Consultant24,493 Operations Manager32,000 Quality/Compliance Manager42,741 Supply Chain/Subcontractor43,000 Senior Operations Manager (Cluster)47,000 Head of Quality/Compliance67,620 Head of Business Development78,000 Operations Director78,000 Managing Director/Chief Operating Officer127,501 Chief Executive Officer130,000 Corporate Staff / Delivery Staff

14. Chief Executive Officer by Income Band MEDIAN BASIC SALARY MEDIAN TOTAL COMPENSATION Under £50m98,333118,962 £50m to £100m138,973183,711 Over £100m250,400302,285

15. Corporate Staff CORPORATE STAFF BASIC SALARYTOTAL COMPENSATION NationalLondonNationalLondon Chief Executive Officer130,050220,000188,143238,795 Managing Director/ Chief Operating Officer 127,501131,000158,424142,675 Head of Business Development 78,00080,00093,678 Head of Quality/ Compliance 67,62075,00078,502 Quality/Compliance Manager 42,74145,00046,40250,085

16. Delivery Staff DELIVERY STAFF BASIC SALARYTOTAL COMPENSATION NationalLondonNationalLondon Operations Director78,00070,00082,68080,750 Senior Operations Manager (Cluster) 47,00044,56653,84149,838 Operations Manager32,00032,56635,08537,800 Personal Adviser/Employment Consultant 21,25022,94223,68724,772 Tutor/Trainer/Coach21,50023,95923,11724,740 Employment Engagement Manager 43,72542,50047,71847,700 Employer Engagement Consultant 24,49324,94626,94230,692 Supply Chain/Subcontractor Manager 43,00044,90046,40247,285 Delivery Centre Administrator16,00018,38517,04020,137

17. CORPORATE STAFF WITH A CONTRACTED BONUS % WITH AN ACTUAL BONUS % Chief Executive Officer76.564.7 Managing Director/Chief Operating Officer 77.336.4 Head of Business Development70.664.7 Head of Quality/Compliance50.016.7 Quality/Compliance Manager51.431.4 DELIVERY STAFF Operations Director60.915.2 Senior Operations Manager (Cluster)32.714.5 Operations Manager29.511.5 Personal Adviser/Employment Consultant14.36.3 Tutor/Trainer/Coach11.91.7 Employment Engagement Manager46.720.0 Employer Engagement Consultant29.710.9 Supply Chain/Sub Contractor Manager18.98.1 Delivery Centre Administrator13.13.3 Bonus Contracted / Achieved

18. CORPORATE STAFF LIFE ASSURANCE % MEDICAL CASH PLAN % HEALTH INSURANCE % Chief Executive Officer10011.876.5 Managing Director/Chief Operating Officer95.54.590.9 Head of Business Development94.117.670.6 Head of Quality/Compliance93.313.350.0 Quality/Compliance Manager51.417.120.0 DELIVERY STAFF Operations Director76.115.247.8 Senior Operations Manager (Cluster)69.17.341.8 Operations Manager73.818.019.7 Personal Adviser/Employment Consultant55.617.59.5 Tutor/Trainer/Coach52.520.3- Employment Engagement Manager48.911.153.3 Employer Engagement Consultant51.615.618.8 Supply Chain/Sub Contractor Manager51.418.924.3 Delivery Centre Administrator50.813.19.8 Other Benefits

19. CORPORATE STAFFEMPLOYEE %EMPLOYER % Chief Executive Officer7.514.1 Managing Director/Chief Operating Officer8.0 Head of Business Development5.06.0 Head of Quality/Compliance5.06.0 Quality/Compliance Manager7.08.0 DELIVERY STAFF Operations Director5.06.0 Senior Operations Manager (Cluster)5.08.0 Operations Manager5.08.0 Personal Adviser/Employment Consultant5.06.5 Tutor/Trainer/Coach5.06.0 Employment Engagement Manager5.06.5 Employer Engagement Consultant5.08.0 Supply Chain/Subcontractor Manager5.08.0 Delivery Centre Administrator5.06.5 Median Pension Contributions

20. 20 Benchmarking

21. Trend Analysis Percentage Changes Median Basic Annual Salary% change 20122013 Chief Executive Officer137,500130,000-5.5 Managing Director/Chief Operating Officer100,000127,501+27.5 Quality/Compliance Manager31,72442,741+34.7 Operations Director75,00078,000+4.0 Senior Operations Manager (Cluster)55,00047,000-14.5 Operations Manager30,00032,000+6.7 Personal Adviser/Employment Consultant22,94121,250-7.4 Tutor/Trainer/Coach22,17021,500-3.0 Employment Engagement Manager35,00043,725+24.9 Employer Engagement Consultant23,00024,493+6.5 Supply Chain/Sub Contractor Manager32,00043,000+34.4

22. CORPORATE STAFFVS 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 Percentage comparison with other sectors

23. CORPORATE STAFFVS 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 Percentage comparison with other sectors

24. 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 Percentage comparison with other sectors

25. 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+14.7 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-12.6-13.1-18.2-12.4 Percentage comparison with other sectors

26. 2013 vs 2012 Percentage comparison with other sectors 2013 2012 CORPORATE STAFF Vs All Sectors Vs Private Sector Vs Public Sector Vs Vol Sector CORPORATE STAFF Vs All Sectors Vs Private Sector Vs Public Sector Vs Vol Sector Chief Executive Officer 2-19.40.98.2 Chief Executive Officer 11.6-7.211.820.6 Managing Director/Chief Operating Officer 27.921.929.233.4 Managing Director/Senior Operations Director 12.23.610.621 Head of Business Development (NEW FOR 2013) 22.7142326.1 Head of Quality/Compliance (NEW FOR 2013) 12.62.71318.3 Quality/Compliance Manager 10.79.811.114.7 Quality/Compliance Manager -14.5-15.4-14.1-10.5

27. 2013 vs 2012 Percentage comparison with other sectors 2013 2012 DELIVERY STAFF Vs All Sectors Vs Private Sector Vs Public Sector Vs Voluntary Sector DELIVERY STAFF Vs All Sectors Vs Private Sector Vs Public Sector Vs Voluntary Sector Operations Director20.91221.224.4 Operations Director 21.59.122.129.9 Senior Operations Manager (Cluster) -1.8-2.3-0.84.8 Senior Operations Manager (Cluster) 1817.519.226.6 Operations Manager-20.6-21.8-20-16.6 Operations Manager -20.9-21.6-20.517.2 Personal Adviser/Employment Consultant -22.5-23.1-21.3-18.2 Personal Adviser/Employment Consultant -10.5-10.9-9.67.3 Tutor/Trainer/Coach-24-24.6-25.8-20.9 Tutor/Trainer/Coach -16.3-17.5-20-13.3 Employment Engagement Manager 11.810.912.314.7 Employment Engagement Manager -14.2-15-7.1-4.5 Employer Engagement Consultant -6.3-6.8-5.4-3.6 Employer Engagement Consultant -10.4-10.9-10.4-10.9 Supply Chain/Sub Contractor Manager 9.78.910.213.8 Supply Chain/Subcontractor Manager -16.4-17.1-12.4

28. Croner Reward Ranks Rank 0Director Rank 1Head of Function Rank 2Senior Manager or Senior Specialist Rank 3Middle Manager Rank 4Junior Manager Rank 5Supervisor or Senior Technician Rank 6Senior Clerical

29. Thank you Questions? Roger Horne Business Development Manager e.roger.horne@ersa.org.uk t.07720 677500roger.horne@ersa.org.uk