Hi all,I am considering moving to a niche consultancy, and would be moving across as a director.I would be doing quite a lot of delivery, but also have sales responsibilities. Having looked around, I can't find much out there about sales within consultancy - for example what are typical targets, how does this differ by company size, who is typically responsible for sales within different types of firms etc etc.I realise this isn't a very specific question, but I don't know much about how sales tends to work in consulting and am interested in the dynamics. Any views / opinions?Thanks

WhooshIf you are considering becoming a director with sales responsibilities how can you make a statement like:'I don't know much about how sales tends to work in consulting' Can't you be slightly more subtle?I wouldn't wish to hear someone in consulting had been targetted for the wrong reasons right now.

It's easy really - I currently work in marketing FMCG at a senior level, but we don't sell our services - we sell our products.I am being targeted at director level because I have a very good network that will hopefully benefit whichever firm I work for. What I don't understand is how different consultancies would typically set targets - be they small (sub £2m like this one) or one of the Big 4.My industry experience means that I have not had the benefit of seeing a range of these internal mechanisms at work. This is probably no different to someone at a Big 4 commenting on the internal mechanisms at a niche firm.I therefore thought that if I solicited different opinions, I woud get a crash course in the various ways people are set targets and maybe some interesting debate in the pros and cons.For context, my target at this firm is £70k of client billing each month.

A target of £840k a year is about right for a small consultancy. At a Big-4, a director would generally be expected to produce between £2-2.5m per year.

Thanks Village Idiot, it's good to put the figure into context