Do SMs and Partners get a share of profit based on contracts they win? If so, how is that profit share divided up between the proposal team? Is it a straight % of revenue/profit etc? And what is a fair number?

At a small company with not much visibility and trying to understand others' experiences.

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SMs are employees, they don’t get any profit sharing. Only partners do

At B4, partners withdraw from the collective pot , to pay themselves and/or reinvest in the practice. How much can they withdraw depends on their individual portfolio and revenue they generate year over year. But it’s not like you get a blanket x% of every win. You still have to run the practice

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This will be wildly variable based on Firm. Most of the large firms (such as EY) do not do direct profit sharing based on contract wins, but sales is the largest factor in year end evaluations and bonuses

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SMs are delivery while testing sales capabilities. Partners are generating leads and taking a cut from gross margin.

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That's helpful, what do you classify as SM vs Partner level work on the BD side? Is proposal lead (technical volume, orals, etc) all seen as SM work? I get that Partners are doing capture before that point but at a small company like mine, delivery on the technical volume all comes down to 1 or 2 people, not a whole team. So capture is obviously important but the delivery aspect isn't interchangeable like it would be at Big4. Helpful insight though!

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