CFS CONSULTING, INC.
CFS Consulting, Inc. specializes in the development and implementation of total compensation systems for companies in the private, public, and not-for-profit sectors. Founded in 1991 by Charles F. Schultz, CFS has established itself as a recognized authority in the field of strategic compensation planning.
Our record of growth and diversification of clients and services demonstrates the satisfaction of its clients with the performance standards of the firm. Based on Boston's North Shore, CFS serves clients on a regional and national level. With clients ranging from multi-national corporations to small businesses and non-profit organizations, CFS tailors its services to meet the unique compensation needs of each client. The services provided by CFS vary and may include: board and executive compensation, specialty pay arrangements, sales compensation, base salary design, variable compensation mechanisms, nonqualified and deferred pay arrangements, executive severance design, and expert witness testimony. Our approach to project design and implementation is tailored to meet the client's needs and can involve full design engagements, joint or task force participation, as well more limited consulting projects.
CFS emphasizes hands-on work performed by a team of highly skilled senior level professionals who are able to design and deliver all aspects of the solution in a cost-efficient manner. In addition, technical, marketplace survey, and database support are available to CFS through the firm's affiliation with local and national research organizations.
As part of our focus on comprehensive assessment of a client's needs, CFS is able to assist clients in: understanding marketplace and competitor analyses; developing career path ladders and position profiles; implementing performance appraisal systems; and, preparing employee communications strategies.
CHARLES F. SCHULTZ, CFP, CCP, CBP
Principal, CFS Consulting, Inc.
Charles F. Schultz is founder and principal of CFS Consulting, Inc., a compensation advisory firm. He is a recognized authority in the field of pay and performance with over thirty years of experience. Prior to entering private practice in 1991 he was a principal with Towers Perrin for ten years, where he focused on evaluation and design of direct and nonqualified compensation arrangements. Mr. Schultz has a BA from Capital University, an MBA from Ohio State University, holds both the Certified Compensation Professional (CCP) and Certified Benefits Professional (CBP) designations from the American Compensation Association, and is a Certified Financial Planner (CFP). He has authored several articles involving compensation issues for national publications and is a frequent speaker on compensation and benefits topics. Mr. Schultz is often called upon to provide expert witness counsel in unreasonable compensation disputes involving the Internal Revenue Service and has testified in shareholder litigation cases involving executive compensation issues. Earlier in his career Mr. Schultz was the compensation manager for an international insurance firm.
HOWARD S. GROSS
Howard S. Gross is a senior consultant of the firm, specializing in issues involving sales management, sales compensation and executive total compensation. He brings an extensive background in problem solving and managing sales, marketing, finance and organizational topics acquired over 25 years of consulting and senior management experience. Recently, Howard was the chief executive officer and principal owner of a $60 million manufacturing firm with facilities in several states, which he successfully sold to a portfolio investment group. Prior to being an owner/CEO, Mr. Gross was a senior consultant with McKinsey & Company, where he managed organizational, sales/marketing and executive compensation engagements spanning a diverse range of industries. Mr. Gross has an undergraduate degree from Cornell University (where he was a Phi Beta Kappa student) and an MBA from Stanford University. Howard currently is a faculty member at Babson College's Graduate school where is teaches the Capstone course in the MBA program in both Natick and San Francisco, CA.
Client Services
The services of CFS Consulting, Inc. include assessments and diagnostic reviews, expert testimony, and total compensation architecture formulation and implementation assistance.
Marketplace Definition
- Characteristics of company work force
- Criteria describing "marketplace"
- Description of people competitors
- Relevance of scope and geographic factors
Total Compensation Architecture
- Level of pay elements: salary, short- and long-term pay
- Element mix and weighting
- Success factors and measurement criteria
- Timing and award form
"Variable" Compensation Mechanisms
- Determining appropriateness of fixed versus variable pay
- Selecting vehicle(s): commission, bonus, incentive, profit sharing
- Defining eligibility criteria
- Designing and defining success factors and measurement period(s)
- Choosing current versus deferred awards
- Selecting timing and basis of payout: cash or stock
Unreasonable Compensation Counsel
- Expert witness testimony (before IRS and in litigation)
- Compensation philosophy description
- Definition of benchmark jobs
- Formulation of position qualifiers: scope measures
- Descriptive and predictive statistical presentation of compensation level
Executive Compensation
- Designing total compensation level and mix
- Designing capital accumulation arrangements
- Developing annual and long-term incentives
- Developing employment agreements
- Developing executive benefit programs
Specialty Pay Arrangements
- Determining statutory overtime and Fair Labor Standards Act compliance
- Assessing exempt overtime practices
- Designing on call, shift, or work premiums
- Crafting license- and certification-based pay
- Defining executive severance and change-in-control agreements
Nonqualified Compensation
- Advising on the design of supplemental pension arrangements
- Designing nonqualified deferred compensation plans
- Counseling on supplemental executive welfare benefits: disability, medical, vacation
- Drafting plan language
Sales Compensation
- Defining relevant success criteria
- Assessing the level and mix of pay elements
- Crafting variable pay arrangements
- Advising on career progression and placement criteria
SELECTED CLIENTS
| American Consumer Credit Counseling |  |
Consumer Credit |
| A.D. Makepeace Co. | |
Real Estate |
| Bahakel Communications | |
Network Broadcasting |
| Bank of Cape Cod | |
Banking |
| Bank Newport | |
Banking |
| Bay Area Development Co. | |
Commercial Development |
| Bay Colony Development Corp. | |
Commercial Development |
| Business Finance Group Inc. | |
Commercial Development |
| Capital Access Group | |
Commercial Development |
| Center for Bioscience & Engineering | |
Research |
| Center for Philanthropic Effectivness | |
Nonprofit |
| Clean Harbors Environmental | |
Environmental Services |
| Creare, Inc. | |
Research |
| Dead River Company | |
Energy |
| Dig Safe Systems Inc. | |
Compliance |
| Dotcom Distribution | |
Distribution/Fulfillment |
| Eastern Propane & Oil Company | |
Consumer Services |
| Holyoke Gas & Electric | |
Municipal Utility |
| Island Institute | |
Environmental Protection |
| MCPHS University | |
Education |
| Mechanics Cooperative Bank | |
Banking |
| Medullan, Inc. | |
Healthcare Software |
| New England Historic Genealogical Society | |
Nonprofit |
| North Middlesex Savings Bank | |
Banking |
| Quicksilva Title LLC | |
Legal Services |
| Resource Capital | |
Commercial Development |
| SomerCor54 | |
Commercial Development |
| The Cambridge Institute of International Education | |
Secondary Education |
| The Cavan Group | |
IT Consulting |
| The Swan Group | |
Manufacturing and Distribution |
| TMC Development Corp. | |
Commmercial Development |
| United Natural Foods, Inc. | |
Food Distribution |
| Waste Industries USA | |
Services |
| Wentworth Institute | |
Education |
ADVISOR REFERENCES
|
Neill McBryde |
Bruce Walton |
|
Kevin O'Connor |
Eric Altholz |
|
Richard Breed |
Thomas Manson |