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1. I spend 95% of my days at my clients. Most of it is spend on business development with about 25% on delivery, practice (people) development, and firm stuff.
2. Yes...sales, engagement, and client goals. Mine are xLoS as I look after a couple of clients
3. I look after a couple of clients but delivery can take me outside of those.
4. Both. Depends upon opportunity and client but generally use both all the time.
5. Two way value exchange. I look at it as sharing information. Learn about strategy and their goals. Share perspective on what we are doing at other clients and how it might help. Sometimes even bring an unsolicited idea based upon knowledge of the client.
1. 50/50 for me. I spent 50% of my time at clients focused on combination of BD and delivery and 50 on running a practice (operations, market initiatives, people).
2. Specific practice, which consists of multiple offerings. I have practice sales and revenue goal as well as personal goal.
3. I usually have 2-3.
4. Both.
5. I focus on understanding their business, developing relationships and helping solve problems. I don't peddle things they don't need and am honest with them regarding how we can our can't help.
This is a fantastic set of questions. Thank you all Partners for sharing your knowledge!
I’m a PwC partner. #DB
EY
3. Do you typically have 1 client or multi clients
4. How do you typically sell (your direct influence) top down (you / client) and / or bottom up (your SME / Client SME)
5. What Strategies do you utilize to achieve your sales target without looking like a salesman.
Awesome perspective P1. May i know who you work for? Which company. Thanks.
Thx P2.mind sharing who you work for?
You guys (or gals) say a couple clients or 2-3. My partners tend to have 5 or 6 they are actively engaged in. Interesting to see the differences there
AM1, which company? Also is this common across your firm or just your partner and few others?
AM1, depends on partner’s role, competency and size of an account. We all do different things.
Agree with P2, AM1. I'm a lead partner (GRP) on a couple of accounts so I mostly spend my time with those. I know other partners that have twice to three times that number as line partners and some (mostly in risk and tax) that have 15-20.
P2, how does a partner with 15-20 or even fewer balance the clients? Do they have SMs as their support structure or SMs act as face to the client?
Basically, they're a working partner or a SME with small (read 100-250k) engagements. Much more common these days in Tax than Advosory but there's still some especially in risk.
Partner 1 - how are you a GRP and have time for FB? :)