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Anyone celebrating 4/20 in West La?
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Rupeek is hiring for SDE2, SDE2 - UI, SDE3, SDE4, Engineering manager, QAE2, Business Analyst, senior business analyst, Associate program manager and Product manager roles.
Please let me know if you want to be referred for these roles. You can also send your resume to abhijeetawasthi027@gmail.com.
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Mentor
Use what you have. You have large projects through referral from a senior partner. Great, that got your foot in the door. You will find that selling add-on work to a company that already knows you is a heck of a lot easier than selling to a company you don't know. I had a similar situation as you - sold a decent project under a couple of senior partners when I was a new partner, and I ran with it.
I spent the next 17 years selling projects to that client, and to other companies that the original client's board members sat on. Focus on that big company like your job depends on it, and keep delivering on your base work. At one point, I had so much going on at the company that I brought two junior partners under me to run it. I finally just let them have it, as I had built enough of a reputation at that one company that I could take my expertise to a bunch of other companies in that industry.
Also, if you can get involved with a trade association in that key client's industry, all the better. I volunteered to be the firm liaison to my preferred industry's trade association, which my initial big client helped me credentialize myself at. I used that to break my way into a bunch of other companies in the industry - initially selling variations of what I sold to client #1.
Use what you have. Many partners would be jealous of your position. Take it and run with it. Good luck!
P1 right here is the kind of leader you wanna work for 👏
P1 gave good advice. I would just add:
1. Reframe “selling” to “relationship building.” It takes time, so you will have to balance it in the short term of making your book, but that’s what will help with your longevity.
2. Recognize that in a partnership others bring you into deals and vice versa, so internal relationship building and brand management is just as critical as external. Especially if you’re in B4 or anywhere with risk/reward sharing vs “you eat what you kill” model.
3. Find a sponsor (perhaps it’s the partner helping you today although keep in mind those relationships don’t always convert once you’re the same level). It is critical to have someone who cares about you and willing to put their political capital to advance you to successfully navigate the partnership.
Good luck to you.
Mentor
P2 - excellent call out! I used the sales terminology since that was the specific ask, but you are 100% correct, this is all about relationship building. Both work hand in hand, as people generally want to work with people they have a good relationship with. You buy from people you like and who understand your motivations.
I think most partners are the same way; they get referrals. This is how the model is built , with very few Partners are actually rainmakers
This is exactly why private equity is feasting on the profession… Too many MDs getting Partner titles and not able to carry the weight of the traditional partnership model…
There is a space for everyone we need MDs that can be very technical, we need partners that can be technical and can sell and we need “rainmakers”; but “fitting a square peg to a round hole” does a disservice to not only you but others within the model…
Find a couple of books you like on BD. Develop a plan. Metrics matter and disciplined tracking yourself matters. I’m on that struggle bus as well, but when consistent, it works.
You need to learn to be a rainmaker to sustain, period.