Customer-based revenue improvement
In our experience, these three areas have most impact on revenues:
Business strategy Pricing Sales efficiency
based on customer value
The ability to allow customer values to be reflected in these three areas is one of the keys for sustainable revenue development. This is about the actual customer values offered to your customers, how you communicate and market them, on pricing and about how the organization recognises and is motivated to make methodical use of this potential.
In our role as business development consultant, we have seen good and less good business results but there has been scope for improvement in every case. Improved results are obtained by a clearer and more structured focus on customer value and revenues. Through our participation, business management groups and boards have become aware of the great potential that they possess and what they should do to have access to it.