GTM moving back into consulting is a good idea in theory, but it’s like a train wreck happening in slow motion.

Sure feels like they are pushing to stand up a traditional CRE network for product sales inside of consulting … that won’t work in a service business. Some of us have seen this movie before - different theatre.

Watch how this plays out over next 6 months.

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Posting as :
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Totally, if they put people back into the practices as advocates for products, I would have totally understood the move. but like this, as a national practice. no idea what they are upto

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We’ll likely have to give it 1-2 years before we can pass that level of judgement. Looking at it from their pov, GTM team didn’t fit very well in P&T so moving out of P&T definitely makes more sense. As you also mentioned, its a good idea in theory. How it’ll turn out will largely depend on how the team will execute on the sales function and not on this decision to move out.

Looking inward, we have to recognize P&T is way too “heavy” for its own good - we want to say we are a startup, but most of our teams tend to operate like consulting project teams, we focus too much on processes rather than building the product features that solve customer problems, many of us want to run away at the sight of first undesirable outcome, cut our losses and move to the next thing when we don’t get that desired promotion … building a technology product in a competitive landscape will take more perseverance and innovation than we are willing to do today.

likesmart

Completely agreed.

We are a trying to be a “tech company” within a consulting company and it shows we are led by consultants.

I’m curious what you mean by CRE network?

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CRE - Client Relationship Executive.

We have them across consulting, but largely scaled them back due in large to the lack of effectiveness. To be clear, not all are ineffective, but by in large, they aren’t bringing in new greenfield deals.

The way ‘sales leaders’ are being positioned they’ll be nothing more than product focused CREs. Again mileage will very, but the long pole in the tent in such a role is having an extensive network internally and externally. When you hire sales pros from the outside, you get the latter but not usually not the former.

You need both to make the model work - it’s a unicorn role for sure - there are only a few who I have seen make it work and there’s a few Directors who I knew that were really good at this having come from consulting but don’t want to be transactional sales people as leadership is positioning in this model.

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Post Photo
likehelpful

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Additional Posts in PwC P&T

Why does the P&T org view Suneet as a Pope-like figure?

Clearly he has ascended and is respected, but it’s comments like this — ‘Wow! You got to meet with Suneet?!?,’ that make me wonder. 🤔

What’s the (back)story? What am I missing?

Also the continual request(s) for self-validation is something I have never seen of someone at his level — and I’ve been around (and coached) a lot of executives.

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I know the deadline for snapshots was 11/1. Has anyone heard when we may be hearing of results? I’m assuming later December but I’ve gotten a few hints I’ll have a strong case for SA.

Are we sure Boston is a T2 city? Got my comp today and the number aligns closer to T1 (exact grid point isn’t present for T1 table)

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How do progression look like? Do we have lateral moves (SA1A, SA1B)

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P&T AMA is mainly people asking softballs and wishing Joe happy birthday. While I do wish Joe a happy birthday as well, I'd love to see a more candid AMA... perhaps on this bowl, where people can ask what's REALLY on their minds without having to put their name to it? Kudos to the one guy boldly pointing out the current comp issues...

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Anyone else feel that P&T and Labs has largely become a stagnant group? What has kept you around?

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Is this where our salaries went?

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I have to admit that I wasn't terribly impressed by the virtual Co-Lo for Digital. The exception to that, though, was David's insightful comment that leadership knows and expects that many of us are struggling to come back from the pandemic, and it's okay to ask for help and or take a leave. Digital culture, and how we are real and take care of each other, is just AMAZING. That speech alone made me so proud to be here and turned around a lot of my negative thoughts.

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according to the all-hands webcast yesterday, I thought I overheard someone say that raises will be significant this year? I know we’ll find out at the end of the month but does anyone have anymore details?

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likefunny

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Bueller …. Bueller …. Bueller ….

Where is everyone?

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After my RL meeting I knew it was time to go back to grinding Leetcode even harder

likesmart

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likehelpful

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Anyone get the promotion compliance emails yet?

like

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