All Star Sales T eams The incumbent brings more to the job than the responsibilities indicate. And (pause for effect) she has a law degree." The degree is not relevant for either her current job or the competitor's position. Nevertheless the lowly analyst is told to look at the compensation rates for legal counsel and come up with a value factoring into consideration both jobs. Exasperated the analyst mumbles to his superior, "Why not just pay the executive what the CEO wants and be done with it." Ah, but the compensation committee of the board would never agree to a raise with- out supportive market data. "But...but...but..." "Now, now," comforts the HR manager. "Just put the data together and we will pass it up. Oh and be sure to reference the survey source." As to maintaining peer equity, the other executives are free to get a law degree whenever they want. A Moving Target As the previous section illustrates that pay rates based on market- place data provide, at best, an imprecise frame of reference. It is equiva-