Hotels, Gaming & Restaurants

Hotels, Gaming & Restaurants

This 254 page report provides unique insights into the key human capital issues and compensation practices facing the leisure industry today. Data for this report was gathered from our consulting practice, Grahall client files, publically available information, economic modeling, and hundreds of client interviews from the past decade as well as a pay and trends survey designed specifically for this report. This report will help organizations and individuals asses human capital practices, reward strategies, and competitive pay levels to identify ways to link rewards to the execution of desired business strategy.


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Key Sections in This Report

The report is organized into six major parts:

  • The first part consists of background material and a quick history of consulting.
  • The second part is an analysis of the environment surrounding the industry and then some commentary on the key stakeholders.
  • The third part is an outline of the various business models and key strategies.
  • The fourth is the unique people strategy approaches we have encountered in our consulting practice.
  • The fifth part is an in-depth review of the various reward strategies, architectures and typical reward program components.
  • The sixth and last section is a review of how much various consulting organizations have paid employees in the 2010 year.

This report will help organizations and individuals asses human capital practices, reward strategies, and competitive pay levels to identify ways to link rewards to the execution of desired business strategy.


2011 Positions Listing

Corporate Positions

(1000) President and CEO
Responsible for the overall direction of the business and for achieving the company’s stated mission including profit goals and return on invested capital. Establishes current and long-range objectives, and represents the company with its major customers, the financial community and the public. Coordinates the efforts of the senior management/executive team and works with them and the Board of Directors to develop current and long-range objectives, policies and procedures for the organization. Serves as presiding officer of the Board of Directors.

(1001) Chief Operating Officer
This position normally exists at the larger consulting firms; the COO is responsible for the non-consulting aspects of the organization, including internal business operations such as human resources, finance/accounting, compliance, and technology. The position also may oversee intellectual capital creation, marketing, and communications.

(1003) Chief Financial Officer
As the top corporate financial executive, provides financial, administrative, strategic planning, and general management guidance to the company. Directs the organization’s overall financial well being, capital structure planning, financial and accounting practices, and the conduct of its relationships with banks, financial institutions, and shareholders. Directs treasury, tax, audit accounting, government contract compliance, purchasing, real estate, insurance, equipment leasing, pension programs and other corporate service functions. Serves as a member of the Executive Management Team.

(1004) Chief Administrative Officer
Directs the management of various corporate staff functions including Human Resources, Information Systems and Contracts in support of company operations. Works to develop, implement and monitor related goals, policies, programs and practices. Is a member of the Senior Executive Team. Reports to the CEO.

(1005) General Counsel
This professional is responsible for coordinating legal work by outside counsel. It also may provide legal advice on practice related issues, advising exiting practice areas, and assisting practice managers.

(1006) Chief Human Resources Executive
Head of Human Resources, in partnership with the executive and senior management team, is responsible for driving the people strategy for the organization. Serves as a consultative leader and resource to the senior management team. Directs the development and implementation of most or all companywide human resources policies and programs covering employment, orientation, training, compensation, AA/EEO compliance, organization development, relocation, safety and health benefits, employee relations, records, employee assistance, etc.

(1007) Chief Information Officer
Identifies changes and trends in computer and systems technology and interprets their meaning to senior management. Participates in overall business planning, bringing a current knowledge and future vision of technology and systems as related to the organization’s competitive position. Determines long-term organization-wide information needs and develops overall strategy for information needs, systems development and hardware acquisitions, and integration. Works to ensure integrity of organization-wide data, proprietary information, and related intellectual property through information security and access management. This is the highest interface with non-technical user functions in determining overall information systems approach. Serves as a member of the Executive Management Team.

Sales & Marketing Positions

(2000) Chief Sales Executive
Responsible for the achievement of annual sales, revenue and profit goals for a line of business. Oversees all sales, marketing and senior recruiting activities for the line of business, which includes the management of multiple operational units involved in research and consulting services. Develops and implements strategic planning, marketing, and business development for the line of business. Serves as a member of the Executive Management Team.

(2001) Top Region / Line of Business Sales Executive
Develops and communicates the vision and strategic direction of the practice area. Manages the contract performance, client relationships and staff development of a practice area within a line of business. Some specific tasks may be delegated to subordinate positions, if applicable.

(2002) Sales Executive II
Sales Executive II typically sells large, complex consulting services, including but not limited to technology, strategy, change management, and business process. Sells work by identifying new and existing clients and/or proactively collaborating with the client to shape and create deals. Serves as the sales expert within a client group/team and helps to manage the sales process. Shapes messages and value propositions and provides guidance and counsel on pursuits. Serves in a consulting role for leading major new and complex client opportunities, harnessing skills of partners and alliance partners. Leverages financial expertise and general knowledge of deal components across several offerings or operating entities. Manages a highly complex sales process, architecting deals and shaping messages and value proposition in a very dynamic environment with several concurrent responsibilities. Establishes and sustains key client relationships.

(2003) Sales Executive I
Sales Executive I typically sells very large, highly complex consulting services, including but not limited to technology, strategy, change management, and business process. Responsible for the overall services marketing/brand leadership at the executive level for a large client including opportunity identification, and services sales. This position interacts with senior IT and business executives to ensure that the services offerings and solutions are known and considered. Responsible for services marketing strategy and leads/coordinates teams to address the client’s IT/business requirements. Thoroughly knowledgeable about industry and business practices. Generates incremental revenue and grows services market share.

(2004) Chief Marketing Executive
Head of Marketing has primary responsibility for plans and policies related to the organization’s marketing activities. Responsibilities include development of market objectives and strategies, as well as monitoring performance against goals. Typically directs activities such as market research, brand/service management, advertising and promotion.

Business Development

(3000) Business Development Executive
Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments; identifies volume and strategic customers; and develops partnerships. Analyzes market data to identify trends/opportunities, develops strategic direction from market information and creates compelling market analysis presentations. May conduct make-versus-buy analysis from a partnership/acquisition perspective. Typically requires a minimum of 8 to 10 years related experience.

(3001) Business Development Manager
Oversees the development of strategic market/product line business plans and marketing programs to support sales in designated market segments; identifies volume and strategic customers; and develops partnerships. Analyzes market data to identify trends/opportunities, develops strategic direction from market information and creates compelling market analysis presentations. May conduct make-versus-buy analysis from a partnership/acquisition perspective. Typically requires a minimum of 2-5 years related experience.

(3002) Client Relationship Executive
Typically is a second level executive with shared accountability for several or one strategically important categories of clients. Accountable for setting client relationship policies and standards and implementing operational procedures that ensure the highest levels of client relationship. Obtains and allocates resources to achieve strategic and operating goals. Negotiates for significant resources, at top management level, that affect the performance of the practice. Interacts with major decision makers to convince and influence business decisions. Builds and enhances important internal and external relationships.

(3003) Client Relationship Manager
Responsible for the direction and coordination of activities of staff required to provide service and support to clients. Directs and coordinates consulting support staff involved in a combination of activities such as reviewing deliverables, client relations, reviewing quality issues and problems, processing client services. Responds to client inquiries regarding status of projects, investigates and resolves critical deliverables, scheduling problems; may determine special pricing for non-standard services; and interfaces with key clients to resolve problems and discrepancies. Provides liaison with key clients. Coordinates information with staff such as changes in project deliverables, schedules. May be responsible for the employment, promotion, performance evaluation, training and discipline of assigned employees.

Practice Leadership

(4000) Global Head of Consulting
Head of Professional Services is responsible for practice management and strategic business development for the entire professional services organization. Has full P&L responsibility and staff responsibility. Manages capital and overhead expense budget for achieving organization’s objectives. Maintains effective relationships and integrative activities externally and internally. This is a single incumbent position. Typically reports to the Chief Executive Officer.

(4001) National Head of Consulting
National Head of Consulting typically has overall P&L responsibilities for an entire geography, industry sector or solution, as well as oversees strategies, development, contract delivery, and client satisfaction within the geography, industry sector or solution. Typically, this position is one reporting level below the Head of Professional Services.

(4002) Regional Head of Consulting
Regional Head of Consulting is responsible for the overall business management direction for an entire sub-geography, industry within a sector or sub-solution. This position holds P&L responsibility and overall delivery and client satisfaction for the sub-geography, sub-industry/sector or sub-solution. Typically reports to the National Head of Consulting.

(4003) Office Head of Consulting
Office Head of Consulting is either an office leader or a very experienced partner or equivalent. The Office Head of Consulting is a office leader responsible for the overall management direction of an office. This position has P&L responsibility and overall delivery and client satisfaction for the office. Primary responsibility is managing the offices complete set of practices. This position develops market strategies and plans and executes them to develop profitable practices.

General Consultants

(5000) Partner / Vice President
Meeting all aforementioned requirements, this is the senior-most position for consulting professionals, unless they advance to executive management positions. Typically, it takes a minimum of six years of consulting experience to obtain partner/vice president status, with up to nine or more years not being uncommon. These individuals have direct input into decisions regarding the direction of the firm and are counted on for their leadership. Executive is a partner or equivalent with responsibility for P&L, sales, delivery and management of a single practice/engagement. This position develops market strategies and plans and executes them to develop a profitable practice/engagement.

(5001) Associate Partner Principal / Director
All of the experience and competency requirements of the senior manager are typically required for this position, but it is one step away from partner status. Demonstrating leadership is an important part of the role. They may have limited input into the direction of the firm itself. At least a year of work in this position is normal, unless the firm does not have an equivalent post, and instead uses a career ladder that goes from a position comparable to that of Senior manager to partner/vice president. Executive is a first-year full partner or equivalent with responsibility for P&L, sales, delivery and management of a single practice/engagement.

(5002) Senior Manager
This position has all of the experience, education, and competency requirements of the manager/project leader position. Employees at this level tend to have two to three years of experience as a manager/project leader. Employees in this position will also have an even greater magnitude of responsibility for supervision of consultants, client account management, and business development. One to two years in this position is common.

(5003) Manager / Project Leader
This position has all of the experience, education, and competency requirements of the senior experienced consultant position, but adds increased levels of supervisory responsibility. Employees in this position have moderate account management and may have business development responsibility. One or more years at this level is common.

(5004) Senior / Experienced Consultant
Education: Typically an MBA or other advanced degree. Employees holding this position already have at least 1.5 to 2.5 years experience in consulting or else have other substantial industry experience. Regular client interaction is the norm, and employees in this position often work on multiple assignments at one time. Those in this position may have limited supervisory responsibilities. Employees may hold this position for at least one to two years before they have the opportunity to advance.

(5005) Consultant / Recent MBA
Education: Recent MBA or other advanced degree. Obtaining this position requires little consulting experience, perhaps not much more than an internship, and is often considered to be the “starting” position within a consulting firm. The employee provides support to projects, often one project at a time, with a moderate degree of supervision and a moderate degree of client contact. A person may be in this position for 1.5 to 2.5 years.

(5006) Entry Level Analyst
Education: Usually not more than an undergraduate college degree> No experience necessary to obtain this position. The employee assists with research and analysis while developing the necessary competencies for operation effectively in the consulting firm. Individuals are often employed in this position for fewer than four years, if they do not advance within this allotted time or choose to pursue an MBA or other advanced degree. This position is heavily supervised and client contact is uncommon.

Technical Consultants

(6000) Principal Scientist
Serves as a principal leader in business development in the areas of technical competence. Serves as the architect of the technical approach on the company’s most important and largest winning proposals. Designs studies through scientific leadership, technical and/or substantive expertise that address the clients needs. Typically requires a Ph.D. in a technical field with fifteen plus years of experience in the fields of contract/grant research and ten plus years in design and management of research projects.

(6001) Principal Associate
Serves as a sales leader who takes responsibility for generating and managing a multi-million-dollar revenue base annually. Directs proposal efforts, conducts sales briefings, and manages client relation/development activities. Maintains excellent business development relationships and is regarded within targeted markets as an industry expert. Oversees the planning, design and implementation of project protocols and procedures. Serves as the primary client contact. Typically requires a Ph.D. with fifteen plus years of experience in the fields of contract/grant research and ten plus years in design and management of research projects.

(6002) Senior Scientist
Assumes lead role in the development of new business through the contribution of scientific/technical expertise. Directs and manages the planning, design and implementation of technical project protocols and procedures. Serves as primary client contact for methodological and technical expertise and translates client needs and/or objectives into specific deliverables in a timely and cost efficient manner. Ensures that research projects are conducted with sound methods and approaches. Typically requires a Ph.D. with eight to ten years of related experience.

(6003) Senior Associate
Assumes lead role in the development of new business through the contribution of scientific/technical expertise. Directs and manages the planning, design and implementation of technical project protocols and procedures. Serves as primary client contact for methodological and technical expertise and translates client needs and/or objectives into specific deliverables in a timely and cost efficient manner. Ensures that research projects are conducted with sound methods and approaches. Typically requires a Ph.D. with eight to ten years of related experience.

(6004) Scientist
Leads and coordinates particularly complex scientific/technical components of large projects or series of smaller projects with responsibility for the application of advanced methods and techniques in a particular field of specialization. Makes significant technical contributions to proposal efforts and serves as a scientific/technical resource in a particular field or specialization. May supervise less senior staff in the application of quantitative and qualitative analysis, techniques and methods. Typically requires a Master’s degree with seven to ten years of related experience or a Ph.D. with four to six years of related experience.

(6005) Associate
Leads and coordinates complex components of large projects or series of smaller projects with responsibility for the application of advanced methods and techniques in a particular field of specialization. May collaborate with others including applications programmers to design and develop questionnaires, instruments, and databases. Makes significant contributions to proposal efforts including coordinating and reviewing the contribution of less senior staff and troubleshoots problems or questions throughout the proposal process. Typically requires a Master’s degree with seven to ten years of related experience or a Ph.D. with four to six years of related experience.

(6006) Senior Analyst
Leads project management teams and performs/manages a variety of research analysis tasks. May provide training and technical supervision to less experienced staff. Reviews and analyzes collected data using standard practices and techniques in the field(s) of specialization. Applies quantitative and/or qualitative analysis techniques and methods. Independently works on assignments that are complex under indirect supervision where there is latitude for independent action and decision-making. Demonstrates capabilities in managing project tasks and budgets, technical expertise and supervisory skills. Typically requires a Bachelor’s degree or equivalent with a minimum of six years of relevant/related experience or a Master’s degree or equivalent and three years of relevant/related experience.

(6007) Analyst
Independently performs a variety of research and analysis tasks and may provide training and technical supervision to less experienced staff. Collects, compiles, validates, interprets, and analyzes data and trends using standard practices and techniques in the field (s) of specialization. May perform computer modeling or simulation or simple to moderately complex forecasting using standard software packages. Applies quantitative and/or qualitative analysis techniques and methods. Works on assignments that are moderately complex under indirect supervision where there is latitude for independent action and decision-making. Typically requires a Bachelor’s degree or equivalent and a minimum of three to five years of relevant/related experience or a Master’s degree in an appropriate discipline with no previous experience required.

(6008) Associate Analyst
Assists experienced professionals in a variety of research and analysis tasks. Independently collects, compiles, checks and analyzes data using standard practices and techniques in the field(s) of specialization. Under direction, may perform computer modeling, simulation or simple forecasting using standard software packages. Applies quantitative and/or qualitative analysis techniques and methods. Works on assignments that are simple to moderately complex under direct supervision. Typically requires a Bachelor’s or Master’s degree with up to two years relevant experience.

(6009) Research Assistant
Assists experienced professionals in a variety of research and analysis tasks by collecting, compiling and checking data using standard practices and techniques in the field(s) of specialization. Under close supervision, may perform computer modeling, simulation or simple forecasting using standard software packages. Learns to apply specialized quantitative and/or qualitative analysis techniques and methods. Works on assignments that are simple to moderately complex under close supervision, implementing standard policies and procedures. Typically requires zero to one year of experience or the equivalent combination of education and experience.


2011 Organizations in This Report

Over 1,000 Consulting Services firms were invited to participate in this report. Participants have been selected from a managed sample to reflect the actual distribution of small, mid-size, and large consulting firms in the domestic United States. The organizations in this report include:

  • Accenture National Security Services LLC
  • Abt Associates
  • Advocates for Human Potential
  • American Institutes for Research
  • Aon Corporation
  • ARIBA INC
  • CARANA Corporation
  • CBIZ, Inc.
  • Chemonics International
  • CNA Analysis & Solutions
  • Cognizant Technology Solutions Corporation
  • Computer Sciences Corporation
  • CRA International, Inc.
  • Development Alternatives, Inc.
  • Dynamics Research Corporation
  • Education Development Center, Inc.
  • ExlService Holdings, Inc.
  • Forrester Research, Inc.
  • Fortress International Group, Inc.
  • Franklin Covey Co.
  • FTI Consulting, Inc.
  • Gartner, Inc.
  • GP Strategies Corporation
  • GSI Commerce, Inc.
  • Half Robert International Inc.
  • Harte-Hanks, Inc.
  • Huron Consulting Group Inc.
  • ICF International, Inc.
  • Industrial Economics Inc.
  • Ingenix
  • Iridium Communications Inc.
  • Kenexa Corporation
  • LECG Corporation
  • Management Sciences for Health, Inc.
  • Marsh & McLennan Companies, Inc.
  • Mastech Holdings, Inc.
  • MAXIMUS, Inc.
  • MDRC
  • Navigant Consulting, Inc.
  • New England Research Institutes
  • NIC Inc.
  • Pathfinder International
  • PDI, Inc.
  • Program for Appropriate Technology in Health
  • Public / Private Ventures
  • RAND Corporation
  • Resolve Staffing, Inc.
  • SAIC, Inc.
  • Sapient Corporation
  • ServiceSource International, Inc.
  • Syntel, Inc.
  • TeleTech Holdings, Inc.
  • The Advisory Board Company
  • The Corporate Executive Board Company
  • The Hackett Group, Inc.
  • The Management Network Group, Inc.
  • Towers Watson & Co.
  • Web.com Group, Inc.
  • Winrock International

Pricing Information

Title Price
2011 Consulting Industry Survey & Research Report $3,000

Contact Information

Judy Newman
judy.newman@grahall.com, (484) 639-1078

Michael Dennis Graham
michael.graham@grahall.com, (917) 453-4341