---
title: "Compensation and offer"
description: "How to price an offer and close it without haggling afterwards."
canonical: https://tomsharman.com/bookshelf/the-great-ceo-within/compensation-and-offer/
updated: 2026-11-03
---

# Compensation and offer

> How to price an offer and close it without haggling afterwards.

Matt Mochary's framework, from The Great CEO Within, pp. 31 to 103.

Framework 15 of 15 from [The Great CEO Within](https://tomsharman.com/bookshelf/the-great-ceo-within/index.md) by Matt Mochary. Category: Offers and pricing.

## The steps

1. **Find market pay.** Use what a big company pays for the role.
2. **Find living cash.** Establish the cash the person needs to live comfortably.
3. **Bridge with equity.** Take the difference, multiply by 4 years, divide by a factor of 1 to 2 (1.5 is common).
4. **Offer three levels.** Let the recruit choose how much to put into equity.
5. **Pre-agree.** Ask them to finish 'I will join the company as long as...' and 'If we made this offer, would you accept?' before offering.

## Where it comes from

From chapter: Chapter 22: Key Performance Indicators (KPIs), pp. 31–103

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/compensation-and-offer.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/compensation-and-offer-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/compensation-and-offer.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/compensation-and-offer-dark.png