EQUIP YOUR OPERATION FOR GROWTH.

REIMAGINING THE REVENUE ENGINE

A 6-8* WEEK EXPERIENCE DESIGNED TO DEVELOP THE STRATEGY, BLUEPRINT AND ROADMAP FOR A HIGH PERFORMING REVENUE OPERATION AND ENGINE.

*The deployment of the Revenue Integrity Index is highly recommended ahead of any assignment.

CONTEXT

Revenue leaders and responsible c-suite leaders know they need to stay ahead of the game when it comes to ensuring their revenue strategies are real and sustainable. They can only be real and sustainable if they have integrity.*

*High-quality successful strategies are built on real data, making the correct decisions, and involve the leadership and teams supported by the right capabilities and resources.

CLEAR FOCUS

Understand the current situation in sufficient detail to engineer the new revenue operation.

• Work collaboratively with the team to shape the future together.

• Leveraging what already works and creating the plan to transform what doesn’t

  in pursuit of a new era operation.

  Our Aim

  Give the leadership team (c-suite) the chance to consider, reflect and answer some of the important questions affecting leaders in the market today. Deploy a proven, world-class, rapid and immersive approach designed for leaders in the digital era.

  1. Creating a shared/inspiring vision and direction for the sustainable revenue operation.

  2. Stand back and literally explore the bigger picture of the market and our sustainable revenue opportunities within it.

  3. Unravel the critical challenges* of sales, revenue and growth in the current and emerging era.

PRACTICAL APPROACH

Analyse the information and design a structured framework that will allow us to be in the session with all the useful context in place.

• This will frame the conversations needed during the session itself.

• We have the option to deploy online assessments/evaluations*.

  *Straightforward and easy to deploy sequence of questions with multiple-choice responses that give us wider insight into the current reality in strategic and operational contexts.

• During this period we will hold a series of (key) stakeholder conversations to dive more deeply into their own perspectives. These can be face to face or virtual discussions.

• Design the structured frameworks and begin to curate and collate the information we will bring forward to the session.

WORKING WITH THE TEAM

At a suitable venue - large flat expanses of white and clear painted walls we would spend a full day ahead of time creating the visual structure. If large flat painted

walls are unavailable we will bring in lightweight panels to create the acreage we need.

The Session Days

We will facilitate these sessions in part to inspire, engage and constructively challenge the team to engage but most importantly own the new operation themselves. We guarantee they will emerge motivated about their future vision and strategic/operational direction.

This session will drive the key themes of the next phase as it will become clear what path is needed if the team is to alter course to achieve what they have now created/envisioned.

The Deliverables

The operational blueprint for the high-performance revenue operation and a team inspired and with the knowledge to deliver.

We will write the recommendations and work with you to decide on a detailed implementation plan. Because this is what we do we know everything already sits alongside and ready to go.

We will provide a summary of the session as a foundational article and a set of images and insights. This may not be required as the team will continue after the session but we have included it in our suggested costs.

A COMMERCIAL APPROACH

Context is very important in ensuring the audience feels safe and the focus is on the right conversations.

We anticipate the program will last six to eight weeks including all the preparation, stakeholder interviews, the days on the ground and the reflection period to write up and create the deliverables.

$150,000

Plus any travel and accommodation all charged at cost.

A HIGH PERFORMING REVENUE OPERATION

WHAT WE WILL DELIVER:

• Identify the revenue acquisition strategies needed to take advantage of the new world. (Insight)

• Align discussions with existing drivers and strategic business objectives and targets.

• Surface the shifts in investment needed to build high integrity revenue*. *Revenue that’s real and can be determined as sustainable and remain competitively ahead.

• Create the context* for enterprise engagement. *Illustrating that successful organisations have to align and operate as one system (silo-busting) and have access to the data and market integrity to win. (Systems thinking and enterprise-wide interoperability.)

• Leverage the culture in a real and human way - bring the strategy alive for the people.

• Create the revenue operations that matter and equip the sales and growth teams properly. Install the correct systems and processes with the correct coordination and develop/train seamless teams

• Illustrate how different business units and products can often defeat* the sales and revenue growth effort. *Build a culture that can ‘cooperate’ and nest the enterprise units together to ensure coherent and connected customer/ sales journeys and buyer experiences that work.

• Fully leverage existing skills, capabilities and insights to resonate with the correct audiences.

• Consolidate and align partner companies intelligently within the vision.

• Understand and optimise all legacy investment, infrastructure and opportunity.

• Consider Centers of Excellence to optimise learning and improve sales,

  revenue and growth capabilities across the whole estate.

• Create strategies to avoid the short term pitfalls of unjoined up areas of value and asset duplication. Avoid classic disconnects around IT in general and digital, data, analytics (modelling future strategies) and company-wide opportunities.

• Understand how all of this implicates branding, positioning and market

  relevance.

• Understand what matters, why it matters and what will drive us in the next

  days, weeks and months.

• Emerge with a blueprint - an initial hypothesis of future high integrity

  revenue opportunity - laid out as a connected system/engine so as to be able to see all of the key dimensions.