The typical hierarchy is ( starting from the most junior):

Business Analyst (BA) -> Consultant -> Senior Consultant -> Manager -> Senior Manager/ Associate Director -> Partner/ Managing Director

Here’s a quick overview of each role and the approximate timelines to move up the ladder in most Consulting firms:

Business Analyst (BA)

This is the most junior, entry-level position in Consulting firms. BAs are usually recruited after they complete their undergraduate degrees. BAs are required to be proficient in MS Excel and PowerPoint and usually assist project teams with anything from data analysis and formatting to arranging team dinners and getting coffee ( which is much appreciated by all usually!)

This role does not have any Sales or Managed revenue (the size of projects managed based on team size) targets. The next step up for this level is Consultant which usually takes 1 to 3 years depending upon caliber.

Consultant

This level is slightly higher in the Consulting food chain. Consultants may or may not have an MBA - it usually depends upon relevant prior work experience or if they have been promoted from a BA role internally.

As a Consultant, you start getting involved in more strategy discussions, brainstorming and problem-solving on client projects. Depending upon the size of the project, and more importantly, if you are working with good mentors, you may even get a small area of work to handle independently.

This role does not have any Sales or Managed revenue targets. The next level for this role is Senior Consultant, which usually takes 2 to 3 years depending upon how much credibility/accountability you demonstrate on client projects and how much your teams and seniors trust you to handle work areas independently.

Senior Consultant

In my opinion, this is the level where the maximum professional growth occurs. As a Senior Consultant, you get to support and hence tone your Consulting muscle in pretty much all of the following areas:

Storyboarding, Client Management, Project management, workshops/ labs, meetings, and proposals. Read more on The absolute must-have skills to survive in Consulting

This role usually does not have any Sales or Managed revenue targets. The next step for this role is Manager, which usually takes 2 to 3 years to achieve depending upon performance, client feedback, Manager / Senior Manager support, and Partner sponsorship.

Manager

This is usually a mid-Senior level in a Consulting firm. Managers are responsible for leading individual projects and small teams (4–6 people). They are quite hands-on with the work and usually handle the client relationship with the mid-senior client stakeholders.

Depending upon the size of the project, Managers may also run workshops, client offsides, and deliver presentations to present the final strategy/ solution to the client.

Managers usually have targets for utilization, managed revenue, and sales which increase each year. The next step for this level is Senior Manager/ Associate Director, which usually takes 3–5 years to reach depending upon targets achieved, a solid pipeline of projects, network, and brand clarity.

Senior Manager/ Associate Director

Senior managers handle bigger accounts and/or more number of projects, all running simultaneously. They are responsible for multiple project(s) management, client management, final project deliverables, and presentations, running high visibility workshops/ meetings/ offsites for senior executives, and driving sales by getting add-on projects from current clients.

If that’s not enough, they also work with Partners/ Managing Directors on new opportunities for sales through proposals at new prospective clients.
This is no doubt, the most demanding role in the firm. In many firms, Senior Managers also run internal projects that develop products for the firm to take to market and lead recruiting and eminence activities.

The next step for this level is Partner/ Managing Director which takes about 5 to 7 years to make. In general, the closer you get to the next level, the greater the focus on sales and proposal work.

Partner/ Managing Director

Partners have equity stake in the firm while Managing Directors (MDs) usually draw a fixed salary. Partners have a ‘draw’ based on the number of units they get during the year based on the firm’s overall performance and their individual sales. MDs get a bonus which depends on the same factors.

Partner/ MD responsibilities mostly focus on driving sales for the firm. In some cases MDs may be in internal roles and focus on product or talent development and their compensation will be lesser.

Even within this senior-most category, there are levels of Partners based on years of experience, years with the firm, overall sales and targets met, additional responsibilities undertaken to grow the firm’s talent, market presence, etc.

So where are you in your Consulting journey? Are you a new graduate and a new BA or an experienced hire new to Consulting? What challenges do you face as you navigate your role? Write to me at punya@byondgood.com.

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 Punya is a former management consultant with 15 years of experience at 2 Big4 firms, serving top Fortune500 clients. She has lived and worked in 6 countries and changed 3 careers working across several industries. Punya is passionate about coaching new and aspiring Consultants to succeed in Management Consulting.