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How is John St these days for accounts?
Strategy Director, SF, 130k
How to be an exceptional buddy to my intern?
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I feel you, OP. Many times GCSPs come in after I originate the opportunity and “pull in” a bunch of other people - not good for my metrics
That doesn’t dilute your Pursuit Lead “credit” at EY. The pursuit lead role (the originator) is the only sales role that matters. No GCSP is going to change the PL unless you’re disappearing before the pursuit closes.
PA had a good model for this - Sales Attribution was set out across the 6 stages of a deal (Origination through to Closure). The weighting flexed depending on whether this was new or existing business - new business had a higher origination and qualification weighting, existing business higher proposal and close weighting. The two-in-a-box Partner model meant that the Industry and Service Partner should agree the allocations. If they couldn't (very rare in my experience) the CEO would arbitrate, and take 10% of the available sales credits as a mediation fee. The net result was that Partners mostly acted in a collegiate way - the embarrassment of mediation as an alternative was incentive enough. Hope this helps
The opportunity record has a named creator. Start from there
Clients have a partner-in-charge, also start from there
Oh I love the old fable about the little chicken that asks for help to gather the seeds, plow the fields, plant the wheat, harvest, the wheat, bake the bread and everybody says no but they all show up to eat the bread, but nobody wants to show up to do all the labor intensive stuff beforehand.
I think this varies a lot by firm culture. We have different types of credit, but originator credit generally goes to whoever was contacted by the client for the work. Sometimes the client reaches out to multiple people, there are multiple relationships or some other complication, but you would need a pretty good reason to get origination credit. Can I ask though, what makes something “your lead.”? You didn’t elaborate a lot on what is going on?
Agreed. At Accenture (and this is changing), there was literally a sales originator role.
In the end, it typically works out. Where it is hard is for either early stage or late stage partners where numbers and metrics matter a lot (ranging from can s/he do it) to (can s/he still do it)