Jane Doe is job hunting. Jane is a great candidate. She knows she should get at least $120,000 for her vast amount of marketing experience. When Jane interviews with AIg she is told we really want to hire you and we will give you $120,000 in total direct compensation. This will include a base of $100,000 and $20,000 in sti which is paid in March. Base plus sti = your TDC. Jane says great, when do I start?
Jane works really hard and has a fantastic year. She does well on year end reviews and is confident that she is with the right company. Now lets say something crazy happens, something really crazy, I mean out of this world ridiculous. Upper management decides to buy new corporate jets, they hire a ton of consultants, they create countless global executive positions, they relocate headquarters, they pay execs crazy unsustainable salaries for no results and then a pandemic hits. I know it sounds crazy, but could happen right?
Now March rolls around. AIG does a market analysis to determine if employee pay is in line with competitors. The problem is that AIG uses the TDC to compare. Guess what, $120,000 is in line so no need to give raises this year. Then the company announces that due to a tough year AIG will only pay 50% sti so Jane only gets $10k in bonus and no raise even though she had a great year.
Fast forward several months and Jane believes that this was just a bad year and AIG will do better so she work her tail off and gets promoted! Her promotion awards her an additional $10,000. The problem is that only $2,500 of this will be in base pay and $7500 will be in the form of sti. So Jane gets a lot more responsibility and works very hard and she only got $2500 guaranteed. The $7,500 is subject to things out of her control.
Well, Jane gets the shaft again the next year at sti time so Jane goes to a competitor that pays her guaranteed money that is equal to or greater than AIGs TDC, problem solved for Jane, but AIG loses a great employee. Multiply this scenario by thousands of great employees and you see why AIG is struggling.
Meanwhile, upper management consistently takes well over 100% sti regardless of how badly they perform. Sti is a great way to steal money from lower level employees and prop up bonuses for upper management. It's brilliant actually and most employees have no idea that it works like this because you are led to believe that you should be grateful for anything that you get in March. In reality, every dollar you are paid below target is corporate robbery. If sti is a bonus, then take it out of the TDC calculations. Period.