Oliver Wyman Do principals have sales targets at OW?

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I don't believe so. But they are helping out quite a bit with client relations and proposals and building a pipeline of work. But still quite involved in projects. Honestly even partners are pretty involved in projects. The selling is very transactional and there isn't a ton of BD that has to get done.

Now last year BD has been bigger but principles really just need focus on driving teams to produce high caliber work

Honestly I know some folks in LEKs tmt group. I know it's small, but if you can I'd recommend going there over OW right now.

They don’t and it’s a problem. Principals have a clear value prop in hectic times when experienced EMs are hard to come by. Principals were invaluable in 2021 for instance. It’s a different story these days because there are enough experienced EMs for the number of difficult projects we have and EMs have sit on the bench and have done enough BD to be reliable for sales opportunities. So PRs have become middle men, delegators. They neither sell nor execute.

Another problem with PRs not having sales targets is that a lot of them make partners without having proven that they can perform at that level. Most new partners in OW sell close to nothing. They are still PRs with a different title.

I am sure the OW homegrown crowd and PRs are gonna hate me for saying these. It’s just my observation based on seeing the role in multiple firms.

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