Just curious- How does your firm formally incentivize collaboration amongst partners?

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They don’t. They just talk about it

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Anyone who shares their revenue credits with another Partner gets a $50 gift voucher to Outback Steakhouse.

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We share 300 percent sales value with nobody and to get more than 100 percent. So if you don't share it is lost. It is s good system. We need a good system for sharing delivery.

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It is split in a manner judged by the lead partner for the deal in consultation with the partner for the account. Freeloaders get little or none. Mostly excess is used to protect those who are having a bad year that you think will be helpful to you in the future. They become allies when you help them out. We all have rough years.

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If you team with other partners, the revenue credit pool is upped by 50%.

So if you convert a lead solo, you get x revenue credits, if you team with other partners to do it you get 1.5x to divide up

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I was a BCG partner, you’re not allowed to keep more than 100%, the other 50 must be allocated to someone else

I’ve found the only way to grow and have fun is by sharing the gain and pain with my partners. Don’t need encouragement from the firm, it’s just the right way to do business. Help me and I’ll help you, and together we are more successful.

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We distribute profits in a higher % if there is collaboration.

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We don’t...or at least not enough to foster those actions to actually happen. There is a lot of fiefdom building and walled protective actions taken here. It’s been a relatively severe detriment to the culture here cross towers frankly.

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I am going through the PWC interview process now. I heard that PWC committed to make partners collaborate from the leaders. Looks it’s all talk but no action. :(

🤣🤣🤣🤣🤣🤣🤣

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Cross-sell metrics

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The only way to reward collaboration is to extend the number of people that can get credit from a deal in the firms opportunity management tool. Accenture did this many years ago and now everyone is invented to bring the best in vs. a few partners hoarding every deal in Big 4. These are the times you will see many principles charging existing jobs to stay afloat in metrics and having margins sink in return.

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There is more credit for the jointly sold project than for the same project sold alone.

We don’t allow a partner to take more than 70% of the credit for a project. If they literally do it on their own, the other 30% gets redistributed among the wider practice group or firm (I forget what level technically, since it never happens).

We talk about it a lot, but we don’t don’t have any extra credit for collaboration, so if you do or don’t collaborate you split 100%. We have another metric that looks at how much credit you get from the jobs you manage and the higher that % is then that is an indicator that you don’t collaborate. That metric can be easily fooled by people that work together on a regular basis and are splitting credit.

Even split. Strange, I know.

Agree A1. I find the Accenture sales credit system to be totally workable. I've seen hoarding and some weird politics of course, but I have never felt like I didn't get credit when I should have, and I've always been able to share credit generously. Lots of cross-firm sales collaboration.

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