6. Decision Rules

Decision Rules

1. Purpose

This section defines the core decision rules that govern how opportunities are managed across the ecosystem.

Its goal is to:

• Ensure clarity of ownership

• Reduce conflicts between actors

• Enable fast and predictable execution

2. Who Leads a Deal

Rule 1 — Client Ownership Defines Leadership

The actor who owns the client relationship is the Client Owner and:

• Leads the commercial relationship

• Owns communication with the client

• Has visibility across the full opportunity

Rule 2 — Solution Ownership Defines Execution Leadership

The actor who structures the solution becomes the Technical Leader / Solution Owner and:

• Leads pre-sales

• Defines the solution approach

• Guides delivery from a technical perspective

Rule 3 — Delivery Ownership Defines Execution Responsibility

The actor providing the team becomes the Delivery Owner and:

• Is accountable for delivery execution

• Manages team performance

• Ensures delivery standards

Key Principle

A deal can have multiple contributors, but must always have:

• One Client Owner

• One Technical Leader

• One Delivery Owner

3. When an Opportunity Must Be Shared

Rule 4 — Capability Gap

An opportunity must be shared when:

• The originating actor cannot deliver the solution alone

• Specialized capabilities are required

Rule 5 — Scale Requirement

An opportunity must be shared when:

• The required team size exceeds local capacity

• Delivery requires multi-branch collaboration

Rule 6 — Strategic Opportunity

An opportunity should be shared when:

• It can evolve into a strategic account

• It requires multiple capabilities or vertical expertise

Rule 7 — Ecosystem First Principle

Even if the originating actor can deliver:

• Sharing is encouraged if it improves:

  • Quality

  • Speed

  • Scalability

4. When an Opportunity Should NOT Be Shared

Rule 8 — Full Capability Ownership

An opportunity may remain local when:

• The actor has full capability to deliver

• No additional value is created by involving others

Rule 9 — Efficiency Priority

If collaboration introduces:

• Unnecessary complexity

• Delays

• Higher risk

Then the opportunity may be executed by a single branch.

5. When to Escalate to Owner / Governance

Rule 10 — Ownership Conflict

Escalate when:

• Two or more actors claim client ownership

• There is no clear Client Owner

Rule 11 — Revenue or Margin Dispute

Escalate when:

• Revenue distribution is not agreed

• Margin split is disputed

Rule 12 — Strategic Accounts

Escalate when:

• The client becomes a high-value or multi-country account

• Coordination across multiple branches is required

Rule 13 — Delivery Risk

Escalate when:

• Delivery quality is at risk

• A branch cannot fulfill its commitments

6. Default Escalation Path

When escalation is required:

1. Attempt resolution between involved actors

2. If unresolved, escalate to Master / Owner

3. Governance defines:

   • Ownership

   • Roles

   • Final decision

7. Key Principles

• Ownership must be defined early

• Collaboration is preferred over competition

• Transparency is mandatory

• Decisions should favor ecosystem value over individual gain