Has anyone in biz dev negotiated an incentivized bonus structure? Commission based on revenue brought in? I’d be curious to know if there’s an industry standard rate or if this is unheard of

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I’ve seen this at smaller agencies, not larger ones.

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Yes! So true. Bigger ones are typically getting most of their wins from big public national RFPs. To claim that a new biz manager was responsible for a win like that is just silly.

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I’ve been told that isn’t industry standard because bringing in new biz is just part of your job if you’re in a new biz-specific role.

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Also, it kind of discredits the role of the team in the pitch process. You did not win this biz yourself.

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I’ve seen this a lot, actually. Usually something like 2% of first 12 months revenue…

I had an arrangement like this when I worked biz dev at a boutique agency but it was limited to new biz that was achieved by outbound sales. Like I’m talking cold calls and e-mails that resulted in new business for the agency - nothing inbound or from our existing network of contacts.

I don’t remember all the specifics but I want to say it was like 5% of the total initial SOW value, up to $200k (so max payout of $10k)

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