Decision Rules
Decision Rules
Section titled “Decision Rules”Purpose
Section titled “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
Who Leads a Deal
Section titled “Who Leads a Deal”Rule 1 — Client Ownership Defines Leadership
Section titled “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
Section titled “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
Section titled “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
Section titled “Key Principle”A deal can have multiple contributors, but must always have:
- One Client Owner
- One Technical Leader
- One Delivery Owner
When an Opportunity Must Be Shared
Section titled “When an Opportunity Must Be Shared”Rule 4 — Capability Gap
Section titled “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
Section titled “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
Section titled “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
Section titled “Rule 7 — Ecosystem First Principle”Even if the originating actor can deliver:
- Sharing is encouraged if it improves quality, speed, or scalability
When an Opportunity Should NOT Be Shared
Section titled “When an Opportunity Should NOT Be Shared”Rule 8 — Full Capability Ownership
Section titled “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
Section titled “Rule 9 — Efficiency Priority”If collaboration introduces unnecessary complexity, delays, or higher risk, then the opportunity may be executed by a single branch.
When to Escalate to Owner / Governance
Section titled “When to Escalate to Owner / Governance”Rule 10 — Ownership Conflict
Section titled “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
Section titled “Rule 11 — Revenue or Margin Dispute”Escalate when:
- Revenue distribution is not agreed
- Margin split is disputed
Rule 12 — Strategic Accounts
Section titled “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
Section titled “Rule 13 — Delivery Risk”Escalate when:
- Delivery quality is at risk
- A branch cannot fulfill its commitments
Default Escalation Path
Section titled “Default Escalation Path”When escalation is required:
- Attempt resolution between involved actors
- If unresolved, escalate to Master / Owner
- Governance defines: Ownership, Roles, and Final decision
Key Principles
Section titled “Key Principles”- Ownership must be defined early
- Collaboration is preferred over competition
- Transparency is mandatory
- Decisions should favor ecosystem value over individual gain