My mentor is a newly admitted partner in Big4. He just sold his first project as a partner, 1M fee give or take. On average, how many of these projects must he sell annually to meet the expectation and quota?

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Highly dependent on the firm, billing model, and sales target structure.

In B4 on the fed side, I've seen as low as a ~$4M target and as high as a ~$20M target. Outside of B4 in commercial, I've seen anywhere from $10M to $70M+ for sales targets.

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I would think Fed would be higher. Most projects I worked when doing fed work and doing BD, was in the $100M+ realm.

There are some variations by firm but generally b4 partners get measured on sales, engagement revenue and utilization.

Sales can be a tricky measure as some distinguish between sales you personally drove vs team sales.

Engagement revenue is more straightforward - revenue form projects you delivered, which hypothetically is the byproduct of your sales. However then there are variations by practice on the goals because our business and deal sizes are different. That said for a first year partner it is usually between $5-8M, so your sales would have to be higher since you won’t convert everything to revenue in the first year of sale. My guess is your person is somewhere around that.

You also get a bit of a pass first year as you’re still transitioning and most people want you to focus on using that year to set yourself up for success next year.

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Most new consulting partners at B4 firms have $5M-$6M yearly revenue goals and slightly higher sales goals. Sales numbers can be shared among multiple partners in most cases. Revenue numbers cannot be shared with other partners.

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Or more commonly, $7M and you have to take a write off 😁

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If I sold a 1M project, I’d have to sell 16 more.

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If SM cares about good good rating then what should we consultant do?

He will need 5 more of these 😀

funny

Good start - and he will need 5 or 6 more . Sales is not the key here - it’s more about how much managed revenue he gets credit for . No one expects big numbers from first year partners . He can use his first year to ease into the role

So young partners meet their quota for selling $1m engagements every two months?

Or if she sold a massive $10m transformation project, she is set for the rest of the year?

Not really, selling a project is not the end of it. They need to manage the project and bring revenue to the firm with acceptable margins.

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In my experience the real success comes from momentum in sales and story arc. Six 1-off 1M deals is an uphill battle and not a great story. Ideally he would build on that 1M deal/relationships to deepen the footprint and expand work. This should translate to faster/bigger deals pulling through.

10Mn

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