The goal of “individual visibility” is defined as: We want every member of our team to be as

visible in the market as they want to be, and as their salary level demands.
The target scenario is that our customers ask primarily for
specific team members.
The sub-goals are:

 We increase our external visibility, based on solid

qualifications, in a way that makes the person more important
than the position. Every individual achieves this by getting a
baseline of ten to fifteen speaker engagements, adding at least
two more per year. Everybody also authors a baseline of five
professional articles and fifteen blog posts, adding two articles
and four blog posts per year. On top of that, everybody needs
public recommendations by customers, resulting in three or
more appraisals and two or more case studies. These elements
can be combined in different ways, while everybody needs to
get at least twenty instances of visibility to attain a basic
visibility in the market.
 We establish internal education by conducting bi-weekly
learning sessions within the team. We also work together in
every project. To achieve this, we find out when and how to
pair, learn about the working models of our competitors, and
 do every second project as a full-time pair up to the end of
2017. These pairs are always paid for by the customer, except
for new hires. To achieve this, we need to develop a line of
argumentation, calculate our offers accordingly, and get
customer feedback for reference. If we cannot be at the
customers’ sites together, we learn by collaborating on
Fridays.
The goal of “competence area growth” is defined as: We want our
sites in Frankfurt and Munich to act autonomously from our
business unit’s perspective. We also want to be able to serve all the
customer requests we want to serve.
The target scenario is that in both sites we have at least five
colleagues, the competence area is fully utilized with customer
engagements and we can still serve 80 % of incoming requests.
The sub-goals are:

 There are enough employees in all sites. We start with five

team members both in Munich and Frankfurt, forming
autonomous teams. To achieve this, we need to find out what
growth rates are sustainable for us, especially in terms of
contribution margins, seniority ratio, and special requirements
of the sites.