How does the cash incentive program work?

We pay a set amount (Van Noort would not disclose it since she regards it as competitive information.). But it also changes based on the skill sets we're looking for. We also run contests around it [like] number of referrals that come in over a period of time. Your name goes into a draw; we'll draw for [additional] vacation days so you would get paid out on the referral. Plus, just for making a referral, we would have a contest. We're just trying to drive that activity and that behavior.

We also incent for leads. Oftentimes, you may not have a referral, so we treat referrals and leads differently. A referral is somebody that you know. You’ve worked with them, you know them, it's not a friend of a friend who you really don’t know. We treat that as a lead when it's in that bucket. But we still incent on leads as well. Because … it's still an opportunity for us to broker a conversation. That’s something we do as well because people do have huge networks but you may not know everybody in your network.