Barclays Incentives Programme Robert Bond Barclays Bank

Agenda You Can’t Do That Here Executing in a New Market Why Barclays Made this Decision Journey So Far Complimenting Our Strategy Embrace Change with Pace Your Success

You Can’t Do That Here

Executing in a New Market

Why Barclays Made this Decision

Journey So Far

Complimenting Our Strategy

Embrace Change with Pace

Your Success

You Can’t Do That Here! “ Reasons why Incentives won’t work” “ It just can’t be done” “ This is the UK not the USA” “ Things are different here” " The person who says it can't be done should not interrupt the person doing it. " Chinese Proverb

“ Reasons why Incentives won’t work”

“ It just can’t be done”

“ This is the UK not the USA”

“ Things are different here”

North America Early adopter of innovative technology to improve sales performance management Part of the executive management team that implemented Callidus in a Fortune 500 US Bank Transformed Bank into National player through acquisition Europe One of the first Retail Banks in the UK to implement an enterprise incentive management solution Executing in a New Market “ The road to success is always under construction. ”

North America

Early adopter of innovative technology to improve sales performance management

Part of the executive management team that implemented Callidus in a Fortune 500 US Bank

Transformed Bank into National player through acquisition

Europe

One of the first Retail Banks in the UK to implement an enterprise incentive management solution

First we have to articulate the case for change Win hearts and minds Motivation Get folks to want to do it more than their bosses want them to do it Growth, Increased value and Improved service for: Our Customers Our Employees Our Shareholders Why Barclays Made This Decision

First we have to articulate the case

for change

Win hearts and minds

Motivation

Get folks to want to do it more than their bosses want them to do it

Growth, Increased value and

Improved service for:

Our Customers

Our Employees

Our Shareholders

Where are we now: The Incentive scheme was implemented in 6 months for 20,000 participants Participants are now paid monthly First time we’ve had a direct link to Service and Sales Plans to have our other SBU’s moving to incentives underway Journey So Far... Where were we: An annual bonus scheme It was based on a wide variety of factors making it harder to quantify real value Very subjective and aligned to expected distribution curves

Where are we now:

The Incentive scheme was implemented in 6 months for 20,000 participants

Participants are now paid monthly

First time we’ve had a direct link to Service and Sales

Plans to have our other SBU’s moving to incentives underway

Where were we:

An annual bonus scheme

It was based on a wide variety of factors making it harder to quantify real value

Very subjective and aligned to expected distribution curves

Running a franchise model Empowering our colleagues in running a franchise model Make it your business & make it work Maximise your market entrepreneurial spirit Incentives supports and complements Complimenting Our Strategy

Running a franchise

model

Empowering our colleagues in running a franchise model

Make it your business & make it work

Maximise your market entrepreneurial spirit

Incentives supports and complements

Considerations in the UK Market Working Practices People Culture Approach To Service Role of the Unions Compliance Embrace Change With Pace

Considerations in the UK Market

Working Practices

People Culture

Approach To Service

Role of the Unions

Compliance

Incentives Role: Incentives is not a replacement for management It is a strategic weapon to support your business Don't’ be afraid of change or afraid of change at pace Your Success " I've missed over 9,000 shots in my career. I've lost almost 300 games. 26 times I've been trusted to take the game-winning shot . . . and missed. I've failed over and over and over again in my life. And that is why I succeed. " Michael Jordan

Incentives Role:

Incentives is not a replacement for management

It is a strategic weapon to support your business

Don't’ be afraid of change or afraid of change at pace

Communication Make it clear & consistent. We are dealing with people’s livelihoods and every penny counts! Your Success Education and Understanding Everyone should understand how their plans and incentives work “ A great plan communicated poorly is not as good as a poor plan communicated in a great way.”

Communication

Make it clear & consistent. We are dealing with people’s livelihoods and every penny counts!

Education and Understanding

Everyone should understand how their plans and incentives work

Your Success "Outstanding leaders go out of their way to boost the self-esteem of their personnel. If people believe in themselves, it's amazing what they can accomplish."

Your Success “ If you can dream it, you can do it.” Walt Disney

Your Success "You miss 100 percent of the shots you never take."

Questions Thanks For Your Time Barclays Incentives Programme Thanks for your time today Robert Bond Barclays Bank

Questions