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REVENUE ENHANCEMENT
LoBue's approach to enhancing revenue initiatives
THE NEED
Management focus on revenue tends to be budget focused and tactical
rather than strategic in nature:
- Decisions are made based on short-term results and market pressures
without proper regard for the long-term impact on the business
- Information available tends to be budget oriented and external to the
particular department or organization
- Revenue source detail is often unavailable, outdated or externally
produced without proper regard to the nuances of the business
THE SOLUTION
LoBue works with our client to develop a more objective, focused and
useful means of measuring and enhancing revenues. The effort includes:
- Identification and analysis of revenue sources in each business line
or department
- Identification of Critical Success Factors and Key Performance
Indicators as well as benchmarks for each
- Enhancement or development of revenue measurement, tracking and
reporting mechanisms
- Enhancement or development of strategies for both customer retention
and sales management appropriate to each business line or department
- Implementation of the new revenue structure and mechanisms
THE RESULTS
Senior and department level management is provided with superior decision
making tools and information in detailed and objective terms that enable
them to address current revenue opportunities ensuring that:
- Departmental efforts are aligned with corporate goals
- Financial results are maximized
- Revenue structures accurately and completely reflect the current
operational environment
- All sources of revenue appropriate to the firms competitive strengths
are targeted
- Sales productivity is optimized and customer retention is maximized
- Revenue information is timely, accurate and focused for maximum
relevance and usefulness
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~Typical Performance Results~
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Key Performance Indicators |
Sales Productivity |
Revenues |
Cost of Sales |
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Typical Range of Results |
25 - 50% |
20 - 40% |
20 - 40% |
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