Purpose
This policy establishes Surge’s framework for closer assignment, project stewardship, collaboration expectations, and reassignment procedures across active opportunities within the Surge platform.
The purpose of this policy is to:
Protect client experience and project progression
Ensure opportunities receive active operational support
Clarify expectations and responsibilities for Closers and Strategists
Create fair and professional reassignment standards when needed
Distinguish between operational project leadership and compensation participation
This policy should be read alongside the:
Sales Activity Model
Sales Compensation Model
Overrides, Bonuses & Performance Rewards
Sales Enablement Model
Any applicable Deal Commission Allocation Agreements
Core Principle
At Surge, project assignment is based on active stewardship and operational execution — not permanent ownership.
A project may involve multiple contributors over time, and compensation participation may continue for prior contributors even if operational leadership changes.
Closer assignment and compensation participation are related, but separate, concepts.
Definitions
Strategist
A Strategist is responsible for opportunity development activities including:
Prospect engagement
Qualification
Data collection
Opportunity progression
Relationship management
Coordination with Surge leadership and partners
Strategists may collaborate with one or more Closers during the lifecycle of an opportunity.
Closer
A Closer is responsible for active project advancement and deal execution activities, which may include:
Proposal presentation
Financing coordination
Technical coordination
Partner coordination
Client negotiations
Commercial structuring
Project progression management
Contract execution support
Closers are expected to actively steward assigned opportunities through progression milestones.
Project Stewardship
Project stewardship refers to the active management, advancement, coordination, and support of an opportunity throughout its lifecycle.
This includes maintaining reasonable responsiveness, communication, follow-through, and progression efforts appropriate to the stage and complexity of the project.
Assignment Philosophy
Surge assigns Closers to opportunities based on factors including:
Project type and complexity
Experience and expertise
Geographic considerations
Client fit
Capacity and availability
Existing project relationships
Operational efficiency
Likelihood of successful project advancement
Closer assignment does not guarantee permanent operational ownership of a project.
Surge reserves the right to modify project staffing and leadership structures as necessary to support successful project execution and client outcomes.
Active Stewardship Expectations
Closers assigned to active opportunities are expected to:
Maintain reasonable communication responsiveness (~72 hour response max)
Participate in scheduled deal/project meetings and follow-ups
Support proposal and financing advancement
Coordinate appropriately with Strategists and leadership
Maintain professional client engagement
Progress opportunities in a timely and commercially reasonable manner
Support project continuity and operational alignment
The expectations above may vary depending on project stage, complexity, financing timelines, utility processes, permitting requirements, or other external factors.
Reassignment of Projects
General Policy
Surge may reassign project leadership responsibilities, add support personnel, appoint co-Closers, or fully transfer operational stewardship of an opportunity when necessary to protect:
Client experience
Project progression
Operational continuity
Commercial viability
Internal coordination
Strategic execution
Reassignment decisions are made at the discretion of Surge leadership.
Potential Reassignment Factors
Projects may be reviewed for reassignment due to factors including, but not limited to:
Extended inactivity (deal inactivity exceeding 14 days)
Repeated missed follow-ups
Non-responsiveness
Failure to progress project milestones
Lack of operational engagement
Capacity limitations
Organizational role changes
Departure or reduced involvement with Surge
Client or stakeholder concerns
Communication breakdowns
Operational risk to the opportunity
Misalignment with Surge processes or standards
Not all reassignment reviews result in reassignment.
Strategist Input & Collaboration
Strategists may provide feedback regarding operational support, communication, responsiveness, or collaboration concerns related to assigned Closers.
However:
Strategists do not independently control closer assignment decisions
Reassignment decisions are made by Surge leadership
Surge seeks to avoid placing Strategists in adversarial or uncomfortable interpersonal situations regarding assignment changes
Leadership may consider:
Project progression
Client confidence
Operational engagement
Existing contributions
Internal capacity
Team alignment
when determining the best path forward for an opportunity.
Compensation Participation After Reassignment
Operational reassignment of a project does not automatically eliminate compensation participation for prior contributors.
Surge may determine that prior contributors retain partial participation based on:
Documented contribution
Relationship development
Proposal work
Presentation efforts
Financing coordination
Project advancement activities
Historical involvement
Commission participation may be adjusted based on:
Actual contribution
Ongoing involvement
Revised project responsibilities
New contributor participation
Updated Deal Commission Allocation Agreements
Final project structure and economics
Compensation determinations remain subject to the applicable compensation policies and final leadership approval.
Co-Closer & Transition Structures
In some cases, Surge may implement:
Co-Closer arrangements
Transition periods
Shared project stewardship
Support overlays
Partial reassignment structures
These approaches may be used to:
Preserve continuity
Maintain client confidence
Support onboarding of new personnel
Respect prior contributions
Improve operational execution
Professional Conduct Expectations
All participants are expected to approach reassignment discussions professionally and collaboratively.
Surge discourages:
Territorial behavior
Internal conflict over project ownership
Withholding information
Relationship manipulation
Disruptive conduct
Interference with project progression
All parties are expected to prioritize:
Client outcomes
Project advancement
Professional communication
Operational integrity
Long-term organizational health
Leadership Authority
Surge leadership retains final authority regarding:
Closer assignment
Project reassignment
Compensation participation determinations
Operational staffing decisions
Client support structures
Escalation resolution
Leadership decisions are intended to support the long-term success of:
The client
The project
The sales organization
The broader Surge platform
Policy Flexibility
Because commercial energy projects vary significantly in:
Scope
Timeline
Financing structure
Development complexity
Partner involvement
Utility coordination
Regulatory requirements
Surge reserves the right to apply this policy flexibly and reasonably based on the circumstances of each opportunity.
Final Note
The Surge platform is built around collaboration, stewardship, and long-term relationship development.
Successful projects often involve contributions from multiple individuals across different stages of an opportunity. This policy is intended to create clarity, fairness, operational continuity, and professional alignment while ensuring opportunities remain actively supported and capable of successful execution.