What are your incentive structures for winning new business? Or said differently, if you bring in a big fish, have you gotten raises or bonuses? Or is that just at the managing director / ECD level?

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@OP for us it’s based on 2 things, total initial contract value, and actual billings for the first 90 days, there’s a table based on those 2 items, and the bonus is paid out at that 90 day point. There are some fairly strict criteria for being the bonus recipient, and it’s also not allowed for our VP+ group - really a reward for those who are not in a sales/account/leadership role that drives business. For example, 3 years ago I qualified and on a 2.5 million deal, with 750K in first 90days, I got 40K bonus - it was a great way to pay down my home

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I have same question but for building significant incremental business across divisions (eg marketing vs product) or selling in second, third and fourth projects for a client that isn’t retained.

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For us, anyone who leads to a new client win gets some sort of 1 time bonus based on the clients total billings - after that it’s all really based on client performance for individual annual bonuses

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Hey D1 - Any chance you know what that spot bonus is based on?

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