Sarah paced outside John’s office, her heart pounding. She’d just finished her third all-nighter in a row on Project Aquarius, a massive M&A transaction. She’d been the point person for several key aspects of the transaction. Yet, she knew from overhearing a conversation that John, the lead partner, planned to give the bulk of the credit to another partner, Mark, who had barely touched the deal. Because John was a rainmaker, well-respected, and influential, Sarah hesitated to broach the topic, fearing it might jeopardize their relationship. But she knew she had to do it if she were to keep advancing at the firm. Taking a deep breath, she knocked on John’s door.
Many partners we coach, and not just recently promoted, face this dilemma. Credit allocation conversations can be fraught with anxiety, often perceived as a potential threat to hard-earned relationships or a possibility of appearing ungrateful, not a team player. This is a concern that can feel especially acute for recently-elevated partners navigating the new political dynamics of their firm.
The truth is that credit allocation discussion is not a personal attack. It’s an essential aspect of partnership, a business issue that must be addressed effectively and proactively. And when handled correctly, it can strengthen relationships and create a better workplace culture.
So, how can you approach these conversations effectively?
Initiate the conversation proactively with an invitation, not a demand.
Instead of making demands, frame the discussion as a collaborative effort. Start by saying, “I’d like to have a chat about credit allocation on this matter.” This approach is non-confrontational and signals that you’re seeking a collaborative discussion.
Steer clear of emotional language to depersonalize the discussion.
Avoid words like “fair,” which can imply an accusation of unfairness and trigger defensiveness. A colleague once attempted to negotiate credit by asking, “Don’t you think a 50/50 split would be fair?” The senior partner fumed, “Are you implying I’m being unfair?!” Instead, focus on objective criteria like the amount of work performed, the level of responsibility, the complexity of the tasks, or the value brought to the client. Instead of “fair,” use the language like “what’s appropriate” or “what makes sense.”
Have a clear idea of what you think “makes sense,” but be open to discussion.
Come prepared with a percentage in mind that reflects your contributions, but be willing to listen to the other person’s perspective and adjust your expectations as needed. Be prepared to articulate your contributions to the matter and demonstrate your value to the team.
Be strategic about when to seek credit.
Sometimes, it’s wise to forgo a credit conversation. If a project offers valuable experience, exposure to a high-profile client, or the opportunity to work with a new team, the long-term benefits may outweigh immediate credit concerns. The key is for you to identify this strategic value ahead of time. Word of caution: be careful not to hide behind this to avoid having the conversation. Make sure that there is actual strategic value for you.
Make credit conversations a regular practice.
Don’t wait until the work is done and credit has been assigned. Negotiate upfront, and make these discussions a frequent part of your professional interactions. By addressing credit allocation calmly, objectively, and frequently, you can foster a transparent and collaborative environment that benefits everyone involved.
Final Thoughts
Credit allocation conversations don’t have to be contentious. When approached with a calm, objective, and proactive mindset, they can be a productive way to ensure that everyone’s contributions are valued. By mastering the art of credit allocation conversations, you can confidently advocate for yourself, build stronger relationships with your colleagues, and ensure that your contributions are recognized and rewarded.
Onwards and upwards!
