Target $ for newer partners / principals at your firm? Are sales and revenue tracked separately? Any other quantitative metrics reviewed for partner candidates? Do targets vary across practice groups?

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Yes, yes, yes, vary individually.

likefunny

Noob question. What is the difference between Revenue and Sales in this context?

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ACN1: lets say you book a contract today for $12m, the contract can have a potential start date of 1-jan-2019. In this case 2018 sales is $12 M and $0 revenue for 2018. However the revenue will be $12m in 2019 if the contract end date is in 2019

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Manager 1 — whether you are on bid team only or also deliver project

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Mgr1, if you sell $12M today, that means there is a contract or SOW that the client signed. You get sales credit for this year. The revenue can come from that sale or a previous sale. So the $12m may not get you all the revenue in the same year. It can span multiple years. It can be $0 revenue this year, but can be paid next year based on milestone. Depends on the time it is signed and deliverable milestone dates.

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To add to P1’s to the point answer, varies considerably by practice and competency and firm and role and individual. Sales, revenue and utilization are key form a quantitative perspective.

I’ll share my individual ones with you but without the above criteria, it’s fairly useless. $12M in sales, $6M in revenue and 25% utilization.

P2, IBM?

B4

25% utilization! That's it.

Which company? Or are you asking P2

At EY, sales are group sales and revenue is sales managed. They tend to be measured in the same year.

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