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EY basically made me do a partner business case. 1. Engagement performance is expected as tables stakes, not really valued, but put yourself in an SM role and have that level of relationship with the client. 2. What else? What’s your fastball? What is your niche and what are you the go to person for? How many sales have your name attached to them??? That last one is a clear measurable metric, whether or not it is engineered BS. Play the game. Meet with any relevant PPMD say I want to get promoted, here’s my case, what else should I be doing? That dumb dog and pony show was like 75% of it for me, it strokes peoples egos.

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Also make it clear to leadership that you want it and confidently expect to earn it.

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Kiss partner hiney

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I only made SM after materially contributing to business development. Delivery alone didn’t cut it.

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It varies week to week. I use my client chargeability target from my practice lead as a guide. For example, this year it’s about 70%. So if YTD I’m way above that, I’ll lean more into bd. If I’m below, the opposite. The reality is also that bd opportunities can pop up at any time (or not at all), so it’s not always within your control to allocate a consistent ratio.a sad

Personally, the key for me has been building a network of managers, consultants, and analysts who want to work with me and deliver the types of project I sell. In particular, finding managers who want autonomy, want to demonstrate their leadership abilities, and want to own and grow their own client relationships. With a little bit of coaching and encouragement, you’ll be surprised to see how much you can delegate and still get good work done.

Long story short, if you do it right and grow good teams, balancing BD, delivery, and life-life is achievable.

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Sell a lot while managing. Ideally sell while managing 2 engagements, basically doing the SM job while M to prove that a promo is warranted.

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Solid delivery… table stakes. Kissing my ass… priceless

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Is it possible to gain promotion to SM without leading responses/business development opportunities/chasing $$$ and solely focusing on leading client delivery/managing teams?

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1 year at M. Experienced hire

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I led several bids and offerings at a client but that is a backwards looking metric. He key was an obvious spot in a strong client account. There was a strong pipeline of work aligned to my skillset so I was a good candidate to step up and take on the sales in that area.

So you need to make your bets and be a bit lucky.

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