Two Relationship Managers can produce the same results while having very little in common.
Same book size. Comparable revenues. Same NNM.
Yet one built the book through acquisition. Another inherited it and developed it remarkably well.
One is sought out for expertise. Another is brought into clients’ important decisions very early. A third creates value through the depth of trust they build or their ability to mobilize the right resources around a complex situation.
The numbers tell us what was produced.
They tell us much less about what made it possible.
That distinction becomes important as soon as we want to use past results to make a future decision.
- Who should we hire?
- Which client book should we entrust to which RM?
- Which capability should we develop?
- How should we prepare a succession?
At that point, production alone is no longer enough.
We need to understand how the RM creates value.