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Different form but had both roles. All for the P&L role. Offering/ Horizontal roles are always temporary until the next thing or reorg. Client Lead roles are the gold standard. Better quality of life and just more important than flash in the pan roles. If the offering is AI maybe worth riding the wave but if it’s anything else go P&L.
Account roles are farming.
Service roles are hunting.
Spot on
Mentor
Accounts = Demand; Offerings = Supply…always choose Demand!
I would totally vote for the account role. In my opinion the best job at a Big 4 firm. But also depends on where you are in your career. If you are a very young partner, would want to make sure that this is an account that has at least 3-4 years of good revenue opportunity.
I’m #2 and I lead our AI offerings within a sector. Having said that, I feel that it’s better for home life if you lead the P&L for a large account, until there’s any client pullback. One of my friends is looking at a $30M hole this year that he needs to plug due to a divestment of a JV on the client side.
Offering role in KPMG is PnL targeted. Are you really in offering role?
Ah. Account generally wins in most scenarios.
Account - no question.
Owning the P&L means picking and choosing where you place your bets. Two scenarios:
If this is a pre-negotiated budget to do work, you need to staff the most cost effective folks who you trust to do the work, while identifying the client pain points and bringing in experts to fill those gaps, effectively funding worthy projects through that to improve the client relationship. It means having client buy-in, and a solid understanding of your rate card, as well as how to anticipate what needs will occur later in the year and may reshuffle t h e business. To be clear, you have what you have, and contract requirements are filled first. So what is the extra / leftover is critical for growth. This also means traditional BD is harder, because the client already has a budget that you own. There is already a master SOW, that you own. They want you to fill it with what you already have - not pay more. Challenges abound
Alternatively, if this is instead more of a BD budget, It means saying no to bad BD, it means really understanding the relationship and making sure your investment makes a return. Who does what for free, who is impassioned, which account interactions are worth the full squeeze. This is owning the travel budget for your experts. This is client charity silent auction. This is how we fund and find more work.
Depends on your personality type I guess.
Account - farmer
Offering - hunter
Personally I’d go with the more adventurous side on hunting. A single account (for me) is boring.
My firm is run by Account/Sector teams. They call the shots on almost everything. As a Practice Area Leader, I get overrules 24/7 - even on matters such as resourcing allocation.
I would recommend you chat with other Service Offering leaders in your firm and see what they say. If there is any hint of what I just shared, I would run away from that role and take the account role.
As stated by others account >> service in most firms both in terms of pecking order, quality of life etc
But if you like hunting you might enjoy service