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In strat at a b4. Rev goals and sales goals are different for us than mbbs. Rev is just the direct rev you are responsible to deliver. It cannot be double counted with another partner. Project sells for $100? You can either get all or some of it - but not count the same dollar as another partner’s rev. All adds back up to 100. This is diff than other firms where the team based selling means you can double count rev amongst partners.
This is why we have a diff sales goal - this is what reflects what you do with a team. So that project that sold for 100 but you only get 50 in rev? You get 100 in sales credit.
Other big difference is that partners are responsible for delivery and not just sales. The leverage model doesnt support having our partners removed from delivery.
Same here- but cleaning in progress to detect freeloaders more efficiently (I’m skeptical)
I moved to a b4. The dirty little secret is that in b4 you will have a number of blockers to actually selling work… from competing service lines who think they do what you do, to gatekeepikg account partners who don’t understand what you do, to your clients who are not sure the new firm is where they want to put their strategy dollars to.
Yes you can sell work but don’t under estimate the hurdles of moving from a t2 to a firm where the dna is very different
Very useful perspective thanks
Perhaps T2 sold lower margin work vs now selling higher margin lower volume strategy work. Might not be all the reasons but one of them.
Are you confident that you can sell the type of work that you do at their rates and in an environment where independence limits the market? A lot of direct admits who come from lower rate firms are challenged to sell when rates are significantly higher.
If you had to sell your current work at their rates could you do it? Would your volume go down by 50% or 90%? Are any of your current clients/relationships going to be unaddressable due to independence? Are you selling on your own now or getting pull through from your current firm or other partners? These are the questions you should be asking.
Why would you reduce your rates to your client base?
It’s the other way around - I basically already do 2x what they are asking as targets, and I’m not yet equity partner.
My current price point is ~ 40% higher vs B4 but it cannot be that simple, there must be a catch somewhere
Many thanks for sharing your experience.
The channel 1 / channel 2 thing is clearly something i have in mind.
I’m more surprised about the brand anecdote, I would have thought it’s an MBB thing, not a T2 thing (where my client already “give up” on brand, but maybe I’m overly negative toward my firm brand).
And well noted about the hunting in pack thing, that’s a very important point, and it makes sense given the “no double counting” thing.
Thanks all!