Dean Jones says:

"I've noticed that your CV mentions that you once worked with a consultant who did executive education.  I've been wanting to get into that market.  That could raise a lot of money for the college. 

Do you think you are experienced enough to set up an executive education program?  You do?  Good!

If you will develop a plan, with accompanying instructional materials, so that we can start offering such short-term courses for executives, and will be willing to teach in that program over the next three subsequent years (years 2-4), then I will raise your salary to the 91st percentile. 

Therefore, this is the contract package I'd like to offer you:

 **THREE guaranteed trips to conferences each year for two years

 **$1,400 for software to analyze data

 **$19,720 for hardware (i.e., special computer processor and other equipment)

**One graduate research assistant for three years

**A nine-month salary at the 91st percentile

 **Required to teach one summer session, which does not count toward your regular, academic-year teaching load

 **Three-days-a-week teaching schedule for Fall and two-days-a-week teaching schedule for the following Spring.

**It is understood that all royalties and licensing fees resulting from any commercial by-products of the research will go to the college.

**It is agreed that you will develop a plan, with accompanying instructional materials, so that Eldorado University can start offering short-term courses for executives

**You agree to teach in the Eldorado University Executive Education program over in years 2-4."

Your Response:

1.    That would be great.  Yes, I can certainly develop an Executive Education program.  I accept your generous offer.   

2.    This is all wonderful.  It would be even more wonderful if you could provide me with an annual "smart phone" allowance of, say $600  After all, if I'm going to be meeting with executives, it will probably be at an off-campus location and I'll need a way to be in contact...

3.    That salary figure still seems a bit low...Suppose I did extra committee work over the summer...for example, you say that you have a problem with high enrollment.  Suppose I developed an enrollment management plan for you.  Would that justify a higher salary?

4.    Suppose I develop such a plan, and I also create a list of area businesses that might want to enroll their upper-level managers into such an Executive Education program.  Would that justify a higher salary?