How I'm accountable
The line between the two isn't seniority or price. It's who carries the consequence. Here is exactly what that means in practice, written down before you hire rather than negotiated after.
Every role has a measure. For the commercial role it's usually qualified pipeline and closed revenue against a dated target. For security it's the deals unblocked and the regimes actually covered. For the regional role it's the operating milestones that decide whether the region gets funded. Whatever it is, it's agreed in month one, in writing, and it's the same number the outcome component is tied to. I don't get to move it later.
Not a monthly update call. The meeting where the function is actually reviewed, alongside your other leaders, answering the questions they answer. If the role is real, it sits where the other roles sit — and if a board or investor needs to hear from it directly, I'm the one who turns up.
Not a deck assembled the night before a review. You get a login. Pipeline, stakeholder maps, next steps and dates live where you can see them without asking me, and the written report is dated and generated from that data rather than from memory. Agentic AI runs that back office continuously — CRM hygiene, drafting, translation, validation, gap and scenario checks — which is precisely what frees my time for the thing it cannot do: the relationship that decides whether a stakeholder is with you or against you.
Not just the sponsor who says yes. MEDDPICC, Strategic Selling, Challenger, Value Selling and Consultative, adapted to what the room actually needs rather than applied as a ritual. In the markets I work in, the person who can stop a deal is frequently not on the account plan — a regulator, a shareholder's shareholder, a ministry nobody consulted. Finding them before they find the deal is most of the job.
You hear it from me first, dated, in writing, with what I'd do about it. An engagement that quietly stops being useful and keeps invoicing is the exact pattern this practice exists to be the alternative to. Either of us can end a fractional engagement after the six-month minimum with a month's notice, and I'd rather end one early than defend one that isn't working.
Capacity, published
1
interim engagement, full-time, with a defined end.
3
fractional engagements at most, two to six days a month each.
Never both. When the practice is full, you get realistic timing in writing rather than a place in a queue.
The incentive
"Before you decide, I'm paid the same whether I say go or stop. After you decide, I'm paid like someone who has to make it work. The incentive follows the question."
Tell me which role is open and what has to be true in six months. If it's the wrong role, I'll say so.
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