Hey everyone, I’m curious about my career path and wanted to ask for your thoughts. Is it considered a drawback if consultants choose to remain in roles that focus on project delivery, like engagement manager or associate principal, instead of moving into more business development-oriented positions at the director or partner level?
I’m particularly thinking of those who prefer not to have their annual performance tied to sales, as they enjoy the consulting aspect more than the sales responsibilities. We’re not necessarily looking to switch to an industry job either.
Do you think it’s okay to discuss this in interviews regarding our long-term career aspirations? Or might hiring managers view it as a lack of ambition? I’d really appreciate hearing from anyone who has dealt with similar situations or has advice on how firms perceive consultants who want to stay on the delivery path.
It’s not just a simple choice between delivery and business development. I’ve spent years in consulting, and I’ve seen that great delivery people become absolutely essential because they keep clients happy and projects successful. Most firms know that pushing talented delivery leaders into sales roles is a bad idea - they’re completely different skills. For interviews, position this smartly. Don’t say you’re avoiding sales. Instead, talk about your passion for solving tough problems and building deep expertise. Say you want to become the technical expert who mentors junior people and leads the hardest projects. This shows you’re ambitious about specializing. The real thing to figure out is each firm’s culture. Some genuinely reward delivery excellence with promotions, while others expect everyone to do business development. Research their partnership structure and talk to current employees about how they advanced. You’ll quickly see if your preferences match what they actually promote people for.
Been there, done that - you’re totally fine. I’ve been at my current firm 8 years, never touched BD, and I’m a senior principal doing great. Don’t tell interviews “I don’t want sales” - sounds awful. I always said I wanted to be a delivery expert handling the most complex stuff. Worked every time. Find a firm where partners came up through delivery. They actually get it and won’t think you lack ambition. Ask about their partnership structure in interviews - how did current leaders advance? You’ll spot real quick which firms actually value delivery versus just talking about it.
lol honestly? most firms just tell you what you want to hear in interviews anyway. delivery roles hit a ceiling fast unless you’re at mckinsey with their fancy principal tracks. everywhere else, you’ll watch peers get promoted while you’re stuck doing the “real work.” sure, firms need delivery experts, but who gets corner offices and equity? hint: not people afraid of sales quotas.
if you want to stay delivery-focused, don’t mention it in interviews - why limit your options before you start?
Honestly, this depends on the firm and what area you’re in. I’ve seen plenty of top consulting firms value strong technical leaders who don’t focus on bringing in new business. McKinsey and BCG both have principal tracks built around deep expertise and delivery - not just sales. Here’s the thing: 60-70% of consulting revenue comes from repeat clients, so nailing delivery actually drives long-term relationships. When you’re interviewing, frame this as your strategic choice. Tell them you want to become a subject matter expert and delivery leader - don’t make it sound like you’re dodging sales duties. Most firms actually have trouble keeping their best delivery people, so your preference might be seen as valuable specialization instead of lacking ambition.
