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Hello All,
Any EY GDS PMO here?
How is it to work at Cisco through Capgemini?
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Your question is unclear, to me. What kind of business is being "retained"? Is it as risk of loss?
Consulting firms don't really operate on an ARR/MRR model. It's all project based.
Yes, they try to make their case at the C-level as to why they should be the external consultant on future projects, but most seasoned executives will go to bid in order to ensure competition, a diversity of viewpoints, and to be compliant with procurement policies or public sector regulations, as applicable.
They'll also work with large software and technology vendors to increase access to market and win implementation contracts.
The simple answer is yes, many do. Many consulting firms rely on Principals/Managing Directors for sales, there are often BD roles that can support the sales. But if often helps to have a Rolodex of industry contacts to be considered for the job.