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Deal Ownership Policy

Definitions:

  • Deal Owner - the salesperson who owns the relationship with the B2B partner who made the referral, or if the salesperson closed the client before and they returned to Joorney on their own as a repeat client.
  • Deal Closer - the salesperson responsible for managing the project, which includes meeting with the client, updating information in HubSpot, sending contracts and invoices, and overseeing the project during the writing stage.

In most deals, the owner and the closer are the same individual. However, they can be different if the owner is unable to close the deal due to circumstances such as vacation, sick leave, language barriers, WCF distribution, etc. In those cases, the commission is split 50/50 between the owner and the closer.

Here are the rules for specific situations:

  1. A client is referred to Joorney initially by one attorney but has decided to switch law firms mid-process
    • The original law firm will still be associated to the deal because they were the ones making the referral and the owner and closer stay the same. However, the B2B contacts on the deal should be changed to the attorney in charge. In Wrike, both the lawyer and law firm should be changed to the new one.
  2. The law firm makes a referral to us, and we contact the client, but the deal is eventually moved to lost. Later on, another attorney refers the same client to us.
    • The old deal is kept as lost while a new deal should be created and treated as a „Referral B2B“ with the new law firm associated. The owner is whoever owns the new law firm.
  3. A client initially comes to us via Google/Word of Mouth but is later introduced by an attorney.
    • The original source is kept on the deal and the original owner because that is how the first contact was made. However, if the initial deal was moved to lost, then a new introduction has been made, it is considered a fresh deal with a „Referral B2B“ source and the owner/closer are set based on those rules.
  4. We did a project for a client and they returned to us for a renewal, upsell, etc.
    • Original ownership is always followed. If the client came back to the salesperson who closed the deal, the new „Repeat client“ deal should reflect the owner/closer from the original deal. However, if an attorney is making the introduction (possibly different from the previous law firm), then the owner is whoever owns the current B2B, and the source is going to be „Referral B2B.”

If another salesperson picks up the phone for a client for whom Joorney already did a project, according to the policy above, the ownership should go to the salesperson who owned the original deal. However, it is at the current salesperson's discretion whether they want to close the deal for someone else or introduce the original owner of the deal.

Exceptions may be made in rare cases to ensure fairness for all parties involved. The VP of Sales or Sales Ops can propose a solution, and the Director of Sales will review it to make the final decision on each case.