The performance framework
How we grade and grow people each cycle — three KPAs, weighted, each with objectives, KPIs, targets and the evidence that proves them. Shown here as the Strategy & Transactions instance; every practice sets its own objectives against the same three KPAs and the same scoring.
Originate · Execute · Build.
Weighted so the cycle’s emphasis is explicit. Origination is graded on the machine — the leading indicators you control — not on closes, so a slipped deal is never a scored miss.
Objectives, KPIs & evidence.
Each objective carries KPIs with a frequency, a target and the evidence that closes it. Targets below are the S&T instance — a practice swaps in its own.
Sales & Business Development
Origination is scored on the machine you build — the leading indicators you control — not on closes. Mandates won and revenue are development-plan stretch, not scored KPIs.
| KPI | Freq | Target | Evidence |
|---|---|---|---|
| Offering & pitch | |||
| Define & document the service offering (service lines) | Half | Offering defined & signed off | Offering doc |
| Build the pitch | Half | Deck built & used in ≥ 2 conversations | Deck + logged use |
| Target market & pipeline (by work type, not sector) | |||
| Named Tier A/B target list by mandate type | Qtr | List maintained & current | Target list |
| Maintain pipeline vs the list | Qtr | ≥ 6 qualified opportunities | Pipeline record |
| Focused BD — priority sector | |||
| Drive focused sector BD | Qtr | Sector target list built + anchor reactivated + ≥ 3 sector conversations | Pipeline / contact log |
| Positioning & visibility | |||
| Secure conference / speaking slots | Half | ≥ 2 speaking slots | Confirmed slots |
| Publish thought-leadership pieces | Qtr | ≥ 4 across the half (~1 / 6 wks) | Published URLs |
Project Execution
Deliver to scope with technical depth informing strategy — and move the work off your own keyboard onto a certified team.
| KPI | Freq | Target | Evidence |
|---|---|---|---|
| Transaction / deal & technical delivery | |||
| High-quality outputs to scope | Qtr | 100% of deliverables accepted first-pass | Client sign-off / QA |
| Lead delivery through the team (work off my keyboard) | Qtr | ≥ 80% of playbook output analyst-authored (calibrate vs headcount) | Authorship record |
| Manage timelines, deliverables, risks, budgets | Qtr | On time & budget; zero surprise slips | Project logs |
| System hygiene (floor) | |||
| Log time, expenses, updates on time | Qtr | 100% by deadline — zero late | System audit |
| Communication & teamwork | |||
| Communicate structured thinking; add team value | Qtr | Zero clarity escalations; ≥ 2 documented instances | Peer / mgr note |
Operations Management
Turn bespoke work into reusable IP, stand up the priority-sector capability, and certify the analysts who run the playbooks.
| KPI | Freq | Target | Evidence |
|---|---|---|---|
| Productize the playbooks | |||
| Codify the market-entry strategy playbook | Qtr | v1 documented & applied on ≥ 1 engagement | Playbook + engagement |
| Codify the market-studies playbook | Qtr | v1 documented & applied | Playbook |
| Codify the technical-led strategy approach | Qtr | Documented & applied on ≥ 1 engagement | Method doc |
| Build the priority-sector capability | |||
| Build capability (methodology + credentials) | Qtr | Capability documented; ≥ 1 credential / case study | Capability doc |
| Develop the analyst team | |||
| Develop analysts who run the playbook | Qtr | Certify ≥ 2 analysts to standard | Runbook sign-off |
| Administration (floor) | |||
| Internal responsibilities on time & to quality | Qtr | 100% of internal deliverables on time | Internal tracker |
min(100, actual ÷ target × 100). Milestone KPIs → 100 met / 70 substantially / 40 missed / 0 not attempted. Mandates won and revenue closed are development-plan stretch, not scored KPIs — you’re graded on building the machine, not on closes you don’t fully control.
Development plan — toward Partner.
The stretch track that turns a strong deliverer into a practice-builder. Not scored in the cycle; it’s what the promotion conversation reads.