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Metrics, Metrics, What Are the Metrics?

By J. Mark Santiago

Recently, while speaking with a new client, the question of “How do we evaluate our partners?” came up.

The participating event was a mediocre 2012, which produced a diminished profit pool for distribution at year end. The management committee was confronted with its annual Solomon-like task of dividing the reduced profits and was forced to abandon its normal lenient approach to partner evaluations that had grown up over many years of lush profits and a desire to promote collegiality and the “one firm, firm” approach that was popular among organizational development consultants in the 1990s.

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