Who brought the client and who keeps them: how to share origination without turning it into hereditary property
Should someone keep receiving credit for a client won years ago if others now maintain the relationship? Mirada 360 proposes reviewing origination credit so that compensation also reflects the account's continuity and growth.
Should someone keep receiving credit for a client won years ago if others now maintain the relationship? Mirada 360 proposes reviewing origination credit so that compensation also reflects the account's continuity and growth.
Distinguish contributions before allocating credit
Its proposal separates four contributions: winning the first engagement, maintaining the relationship, performing the work and opening new opportunities. Recognising them through a single percentage can conceal who actually sustains the account.
The analysis suggests reducing the weight of initial acquisition over time. It does not offer a universal timetable: a restructuring and recurring employment advice can have different cycles requiring different solutions.
It also proposes examining margin, collection, satisfaction and dependence on one person. Billing volume alone does not explain the quality of the commercial relationship.
For implementation, it recommends starting with new clients, putting rules in writing and evaluating a financial year before extending them. The central idea is to reward sharing the relationship within the firm instead of turning the portfolio into a permanent personal position.
These are the source's management recommendations, not a legal obligation or a compensation model approved for every firm.
Source: Mirada 360, article consulted on 4 November 2026.
Related links
Fuentes
- mirada360.es. Accessed 4 November 2026.
The specific data in this article come from the official sources cited.
