Revenue splits between consultants and business-development teams backfire. When consultants lose 20-30% of a deal for involving colleagues, they handle everything alone instead, missing opportunities they can't manage. Real collaboration means consultants gain more by sharing deals, not less.
Chapters
I, I just have seen splits not work so many times in this kind of position, um, not just at Trenovo but at the other kind of couple of businesses I've worked at where we've had what you'd refer to as kind of like your business development teams or your client engagement teams. That's where if they get involved in your client, they then take a split of the revenue that comes out of that. And what that creates is the consultant not wanting to include client engagement because in their head they're thinking, right, well, I could 'Get Vic to come and join this client meeting with me.' And yeah, we might pull some different roles for the company, but I could probably pull them on my own anyway, and I wouldn't have to give her 20-30% for doing it for the pleasure of it. So they cut you out of the process because they think, 'Oh, I can do it on my own.' But then, as we've just said, recruiters are selfish, they're single-minded, so they don't end up doing it on their own, and that opportunity is lost. So to me, it was really important that the consultants didn't have like this fear of loss from engaging with me, that all they thought from engaging with me is, 'Vic's going to benefit me, she's going to benefit my desk, and I'm going to earn money with having her on this call.
