2 Align Goals, Values, and Rewards: Tailoring a Compensation Plan Observations of an Urban Tracker Obseving is more than an academic exercise, more than just some- thing to do while you wait to be summoned into the catacombs beyond the lobby. Anyone entering a new office area would benefit from taking in what the initial environment has to offer. Good consultants as well as good salespeople are always looking for alignment; they want to know if what they see matches what they hear, or what they are about to hear. They want the added advantage of being prepared for any disconnects they may come across on their journey into the target company. First to appear on the corporate horizon is the receptionist. Much the same as a restaurant host, the receptionist sets the tone for all subsequent company encounters. Are you greeted with indifference or hostility? Or is it one of those lost in space characters who can't quite fathom why you are standing in front of them? Better yet, are you considered a nuisance, get- ting in the way of a much more interesting conversation with a passing employee? Is there a magazine between you and the attention of the recep- tionist? Does your pulse rate mysteriously climb to match the number of gum-crushing chews being rendered by the person seated before you? Still waiting, you listen to the receptionist's phone technique. You ob- serve his demeanor with other visitors, staff moving in and out, and delivery 37