Any tips for Partners who run skills/solution areas/capability enablers rather than generalist client accounts?

How do you make yourself visible early enough in the deal cycle to be relevant when you are spread across multiple clients? And how do you navigate (and ideally avoid) the account vs capability politics and turf wars that sometimes comes with the job?

I run a solutions area and struggling to make win-win scenarios with my market/client account teams.

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Personal brand and reputation is what has worked for me much of my career. I’ve identified the key influencers of deals to my domain, developed relationships with them and have a track record of success together with them in their accounts. As a result, they pull me into accounts across the market. Not sure if that makes me relevant early enough in the deal cycle but it does keep me and my team very busy


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