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.


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


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


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


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.


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?


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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