The Problem
Partners Are Delivering, Not Leading
Partners are logging billable hours on delivery tasks that should be done by managers, seniors, or staff. Meanwhile, business development, relationship management, and practice leadership stall. The result: flat growth, succession gaps, and burnout—both at the top and in the team waiting for their shot.
The Framework
Risk Conditions (Watch List)
When partner utilization trends suggest misallocation:
- Partner utilization ≥ 60% (target typically 40–55%)
- Senior-Manager utilization < 70% (under-leveraged)
- Direct-to-partner handoffs > 20% of new matters (no middle layer)
- Pipeline: partner-sourced opportunities declining for ≥ 2 quarters
- Succession gap: no clear partner-path candidates identified
Action: Start capacity rebalancing and growth-time carve-outs before crunch season.
Issue Conditions (Act Now)
Immediate action required when:
- Partner utilization ≥ 70% sustained (delivery trap)
- Revenue/partner flat or declining YoY
- Client NPS or CSAT tied to partner involvement shows partner dependency
- Key manager/senior attrition due to blocked advancement
Action: Reset workloads, delegate, and create protected partner capacity.
Common Diagnostics
Root cause questions to determine the right fix:
- Client concentration: Are top 10 clients >40% of billable hours?
- Work type: What % of partner hours are execution vs. advisory/strategic?
- Trust gap: Which clients insist on partner involvement? Why?
- Skill gaps: Which tasks stay with partners because no one else can do them yet?
- Process debt: Are review cycles, sign-offs, or rework loops inflating partner time?
Step-by-Step Guide
Make It Visible
Actions:
- Role-level utilization dashboard: Partners vs Managers vs Seniors vs Staff
- Billable vs Non-Billable time split by role (weekly)
- Delivery vs. BD time ratio for each partner
- Client concentration report (top 10 clients vs rest)
Expected Impact: Clear picture of who is doing what and where rebalancing is needed.
Rebalance Work
Actions:
- Delegate systematically: identify repeatable tasks for managers/seniors with QA gates
- Establish transition SOPs for complex client hand-offs
- Standardize tooling/templates so juniors can take on more without partner QA
- Block partner calendar: protect 1–2 days/week for BD, strategy, leadership
Expected Impact: Partner capacity freed without client experience drops.
Fix the Model
Actions:
- Client conversations: reframe engagement model with named manager leads + partner oversight
- Succession planning: accelerate high-performers with formal partner-path
- Pricing review: if partner involvement is priced in, re-tier rates to reflect true value
- Growth-time KPI: add partner BD hours and pipeline contribution to goal set
Expected Impact: Sustainable leverage ratio and visible growth path.
Build Leverage Muscle
Actions:
- Quarterly role-level utilization and BD reviews
- Training & upskilling: ensure managers/seniors can cover partner-level tasks
- Client onboarding: set expectations early about engagement leads
- Recognition: reward partners for effective delegation and pipeline, not just delivery hours
Expected Impact: Firm culture shifts toward sustainable leverage and succession.
KPIs to Track
| Metric | Target |
|---|---|
| Partner utilization | 40–55% (not higher) |
| Manager/Senior utilization | 65–75% (leveraged, not bottlenecked) |
| Partner BD/growth time | ≥ 1–2 days/week protected |
| Revenue per partner | Growing YoY |
| Succession readiness | ≥ 1 identified candidate per partner |
Warning Signals
Real Scenarios
Partner Trapped in Delivery
Context
Partner at 75% utilization, mostly on execution tasks. BD pipeline stalled for 3 quarters.
Steps
- 1.Audit partner time allocation by task type
- 2.Identify top 5 tasks for delegation
- 3.Select senior/manager for each task with QA gate
- 4.Create 2-day/week BD calendar block
- 5.Track pipeline activity and utilization weekly
Client Demands Partner Involvement
Context
Top client insists on partner for all major deliverables. Team feels bypassed.
Steps
- 1.Review client relationship history
- 2.Introduce senior manager as engagement lead
- 3.Define partner oversight touchpoints (strategy, review)
- 4.Communicate new model to client with value framing
- 5.Monitor client satisfaction over 90 days
Quick Wins
Start with these immediate actions:
- Run a utilization by role report for last 90 days
- Block 1 day/week on partner calendars for BD/growth
- Identify 3 tasks per partner to delegate immediately
- Create a named manager lead for top 10 clients
Related Playbooks
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