Who we are

Who are we?

We have led companies and been on boards
We have been in management teams or led teams of technical experts
We have deep professional expertise
We have worked with governments, national companies & joint ventures
We have advised start-ups and smaller & medium-sized independent companies
We have faced your challenges and have the experience & knowledge to deal with them
We develop and mentor your staff so that they can manage without us
We come from, and have lived and worked, across the globe
We have worked in multicultural & multidisciplinary teams
We desire to use our transferable skills to accelerate the energy transition
We have worked for Shell – and many other companies
We are Pecten: Deep Expertise for your Energy Challenges

Can be appointed when:

we have more than one consultancy project that is sold to a client
we think that there is a target client with a reasonable chance of sales success (although we have not yet won a project from them)
we have a geography where having a client director will aid business development and manage clients

The role of Client Director

actively initiates and grows relationship with client companies (starting with the initial contacts but extending throughout the company including the senior leadership team)
manages all daily contacts with the client company
writes commercial offers for the client company (using Pecten standard template)
proposes commercial terms (to be agreed by the CEO)
finds and manages consultants to work for the client (includes all aspects e.g. search, posting if required, LinkedIn communication if required, quality check on candidates via interview, travel of consultants, questions from consultants, questions from client etc. NB the search could be ‘outsourced’ to other appropriate parties e.g. database researcher, Practice/CVP leads, future skillpool managers etc.)
ensures all data is available for invoicing
should be fully aware of all activities between the client and Pecten, especiallty regarding projects and when the consultants are directly interacting with the clients
ensures quality of the consulting work that Pecten does for the client
performs after action reviews with consultants and the client company
manages marketing communications about the client company and the work Pecten does for them
actively explores and pursues new consultancy opportunities with the client company

Selection of Client Director

May be a natural selection because they may have been the initiator of the first project with a new client (Even in this case a view should be taken as to the suitability of that person for the full client director role)
Can be posted for applications within Pecten (especially if we do not have any projects but we believe there is a reasonable fit with Pecten and a reasonable chance of sales success
Client Directors should be Pecten consultants (not purely SAN or even non-SAN ex-Shell)
Pecten CEO Final has the final selection
Client Directors report to the Pecten CEO

Honorarium Client Director & Governance of Payments

Client Directors are eligible for a percentage of consultancy hours/days sold (pre mark-up) if all role expectations are met)
Payment of the honorarium assumes an active role in ‘selling’ the project and managing all aspects defined in the description above
CEO has the final say in payment of honoraria
The % fee will come from the Pecten mark-up
It may also be appropriate that the Client Director acts as a Project Manager for a given consultancy project (over and beyond the Client Director role described above). Then it may be appropriate to add consultancy hours/days to cover this Project Management role, which will be added to the commercial offer together with the consultants’ hours/days (and agreed by the CEO as a part of the commercial terms proposal in advance, see above)

18.06.2024