Embedded versus Embodied™
Embedded is installed. Embodied is lived. Twenty indicators per group, scored 1 to 5 on each side.
Nothing is averaged. The widest gap governs the group.
Equity Partners: Owners and signatories
4
Widest gap
1
Rows at that gap
20
Scored
0
Not scored
A gap of three or more. Installed and not lived.
Capacity is not the constraint here. One behaviour is, and it is the one the deal was bought for.
Twenty-six partners have been told in writing, four times, that the thesis assumes advisory cross-sell. Two have made an introduction. That row carries the widest gap in the workspace and it sits on a group whose Momentum Decision reads PROTECT.
What governs this group
Partners introduce platform advisory services into existing client conversations.
Gap
4
Embedded not embodied
Embedded
Embodied
Embedded: The expectation is written into the thesis, the earnout structure and the quarterly partner pack. Twenty-six partners have been told, in writing, four times.
Embodied looks like: A partner raises advisory in a client meeting because the client's situation calls for it, not because a target says to.
Two of 26 have made an introduction. The thesis assumes all of them.
Everything else scored
Embedded not embodied, gap of three
Client billing decisions follow the platform write-off approval threshold.
3
Partners record client contact in the platform CRM.
3
Partial, gap of two
Partners refer client opportunities outside their own service line.
2
The new reporting line is the one people go to first.
2
Partner compensation conversations reference platform metrics.
2
Partners direct qualifying preparation work to the delivery centre.
2
Partners hold structured reviews with their director cohort.
2
Time is recorded in the platform system rather than the legacy one.
2
Settling, gap of one
People can state what the acquisition is intended to achieve, in their own words.
1
People know who to escalate to when the new operating model does not work.
1
The change to daily work has been described to this group in writing.
1
Problems with the integration are raised through a named channel rather than informally.
1
People can describe what happens to their role over the next twelve months.
1
Platform decisions are explained to this group before they take effect.
1
New client acceptance runs through platform risk review.
1
Commitments made to clients before close are honoured in daily practice.
1
Partners describe the platform relationship to clients without prompting.
1
Partners participate in the integration council.
1
Succession plans exist for each partner's client book.
1
Unscored rows stay unscored with a reason and are never scored low. Scoring a row low because it cannot yet be observed would report a failure that has not happened.