| Topic Name: |
Offer from CAP and ACN |
| Message Name: |
ACN >> Brand Pull from NBD perspective |
| Date Posted: |
01/21/2006 |
| In Reply To: |
Thanks to those who have replied. I have not yet made my decision (I am giving myself the weekend to seriously mull it over)
I do know that CAP's results in North America are on the rise (granted ACN's are "better"). Agree also to the lack of stable senior leadership at CAP. But this is publicly available information - and what I am looking for is the "stuff" you won't read about in the Annual Reports.
LadyDa and round_table make a number of good points. I have met with some fantastic CAP people thus far. The ACN folks have been top-drawer as well. I have also had the opportunity to speak with a couple of ACN's and CAP's clients. Client perception in terms of "value" are about the same - granted the ACN projects were much larger.
A couple of nagging thoughts. Rumors of a North American divestiture by Capgemini still linger in the Mid-west. Any validity to this? ACN also seems quite disorganized in terms of its Business Development processes and methods. It makes me question their committment to the role. Again, as an FYI - I am contemplating senior Business Development roles with both organizations.
I thank those who provided their best wishes. Perhaps we'll be working together - albeit unknowingly!
Cheers |
| Message: |
Dear Mudda Fudda,
Worked for both ACN and CAP in NBD (New Business Development); ACN certianly have a higher visibility and "brand pull" in terms of High Performance: Delivered via Tiger Woods campaign.
CAP on the other hand no brand ambassdor(s); Brand "CAP" has no exposure in NA markets and considered bad to poor, if at all. With the focus on 'outsourcing" - ACN has 20,000+ people in India; CAP has 3000+; so from a BD perspective, life is better from a market receptiveness.
As well, if you would look at the titles - CAP's title of "Sales Executive" is far less market receptive than ACN's BDD (Business Development Director) - clients/potential customers would understand that you would deliver higher value to them as an BDD with ACN you bring in considerable firm's thought leadership to them when you solution their problem. CAP's SE title is perceived more as a "commission" based person.
ACN's methodology and Sales Development is more structured and much rigid approvals process from ATP (Agreement to Proceed) to final bidding. ACN would walk away with the deal if margins and Cash flow of the deal is less than 22% of margins; whereas CAP's threshold is about 16% of margins. So, this would create a longer sales cycle for CAP; but this does not mean that CAP get business due to lower margins.
That said, on the compensation front, ACN has a lower base salary typically in 100s for a BDDs and sales commission; CAP is little higher in 150s and a higher commission structure in relation to ACNs.
Because brand ACN sells, ACN is less tolerant towards sales targets. If you do not achieve your quarterly sales targets, you are in danger of getting a boot, they would see you for next two quarters and certainly less than a year you would be toasted of not meeting sales targets. CAP on th eother hand will not fire you die to not meeting sales targets - they know no matter what you/or they do, deals will not sell, so they let it happen unless you get frustrated and leave.
Net-net, no silver bullter either way. If I were you, I would go for ACN despite lower base pay and an agressive sales culture. However market pull is higher and much respected in the amrket - so you may get more deals, higher no. of pursuits and a win rate of 40% or more at ACN (though internal traget for win rate is 60-75%), relaistically speaking it is only 30-40%; at CAP win rate is no more than 5% (and t best) as an individual contributor.
But hey, as a senior sales person, that's what your challenge is - close more leads.
All the best! and Good luck.
Let us know which co. you chose finally.
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