profitable revenue growth presentation

Creed Business Solu.ons, LLC 13411 W. 128th Terrace Overland Park, KS 66213 Phone: (913) 940-‐6767 [email protected] _________________________________________________________________________

Profitable Revenue Growth -‐ Top-‐Line Growth, BoTom-‐Line Profit -‐

Copyright © 2013-‐2015 Creed Business Solu.ons. All rights reserved.

Profitable Revenue Growth -‐ The Importance of Top-‐Line Growth -‐

•  Top-‐line growth is essen.al to long term survival

•  Profitability models: the power of incremental costs and sales volume

•  Diversity of markets, products, and/or distribu.on essen.al to risk management

•  People want to be part of a winning team Ø  Employees, Customers, Vendors/Suppliers, Regulatory/Ra.ng Agencies, Community, etc…

•  While each organiza.on is unique, profitable revenue growth should be a component of every company’s plan


Profitable Revenue Growth -‐ Types of Growth Opportuni.es -‐

Short-‐term Ini-a-ves – lower risk and investment •  More customers/clients •  Customers buy more frequently •  Customers spend more $ per transac.on •  Cross selling – current customers •  Keep customers longer


Longer-‐term Ini-a-ves – complex •  New products and services •  M & A •  Alliance/partnership •  Global expansion

•  Franchise •  Target new markets •  New sales/marke.ng strategy

(i.e. Internet sales)

Profitable Revenue Growth -‐ Cri.cal Components of a Growth Plan -‐

•  Assessment of past/current performance and trends

•  Current sales forecast

•  Broad and granular market assessment

•  Compe.tor analyses

•  Gap analyses

•  Scenario modeling/forecas.ng

•  Business plan incorpora.on


Profitable Revenue Growth -‐ Assessing Past/Current Performance -‐

•  Determine profitability by revenue stream, include market, product, customer, etc…

•  Consider capital strain and cash flow

•  Analyze current customer and distribu.on performance

•  Assess vendor capabili.es

•  Determine infrastructure and service capabili.es

•  Evaluate organiza.onal readiness


Profitable Revenue Growth -‐ Current Market Assessment-‐

•  Broad market assessment

•  Market segment assessment

•  Challenge your exis.ng paradigms – envision beyond exis.ng markets

•  Explore from customer and compe.tor perspec.ves

•  Iden.fy data driven opportuni.es

•  Establish broad or niche market strategy


Profitable Revenue Growth -‐ Compe.tor Analyses -‐

•  The conclusions may not be obvious

•  Ask your customers and distributors who they do business with, and why

•  Let data drive your study and conclusions

•  Focus on capabili.es, not solely on current products

•  Revisit broad vs. niche market strategy

•  U.lize the process to create an on-‐going compe.tor intelligence monitoring system


Profitable Revenue Growth -‐ Gap Analysis -‐

•  Iden.fy poten.al opportuni.es -‐ map against current capabili.es

•  Involve current sales team – but ensure this is not a “sales-‐driven” effort

•  Challenge exis.ng sales paradigms and processes

•  Create high level ROI models

•  Consider the obvious capabili.es: opera.onal infrastructure, financials, service, technology, risk

•  Also consider: company culture, workforce capabili.es, marke.ng strategy

•  Never forget the importance of distribu.on and service


Profitable Revenue Growth -‐ Plan Development -‐

•  Be inclusive and offensive

•  Build into company-‐wide business plan

•  Establish ROI baseline – consider pricing, costs, profitability, growth assump.ons, risk, etc…

•  Priori.ze ini.a.ves ü  Short vs. long-‐term ROI, level of investment, complexity, risk

•  Find balance between short and long-‐term ini.a.ves

•  Don’t overlook the importance of improved sales planning and execu.on

•  Re-‐direct sales department urgency to the “drivers” of sales results


Profitable Revenue Growth -‐ Quick Win Ini.a.ve –

#1

Improve current profitability and sales projec-on models

•  Creates more accurate cost assump.ons – fixed/variable, incremental/marginal

•  Establishes an important baseline for future growth models

•  Highlights cost reduc.on opportuni.es •  Helps establish appropriate pricing policies •  Emphasizes the importance of growth, and the risks of declining revenue

•  Reveals the power of leveraging infrastructure to achieve profitable growth


Profitable Revenue Growth -‐ Quick Win Ini.a.ve –

#2

Leverage your exis-ng customers/distribu-on to grow sales

•  Create a formal partnership program – “Joint Venture Ini-a-ve” •  Share informa.on and improving the rela.onship •  Iden.fy cri.cal informa.on about your partners business

ü  Ask about their business strategy, strengths, opportuni.es, risks ü  Iden.fy their percep.ons about your company, products and services – as

well as compe.tors ü  Iden.fy and examine their exis.ng purchasing decisions, habits, processes,

history, etc. •  Iden.fy mutually beneficial opportuni.es – create joint plan •  Leverage this founda.on for future growth – expand program to addi.onal

customers/distributors


Creed Business Solu.ons, LLC 13411 W. 128th Terrace Overland Park, KS 66213 Phone: (913) 940-‐6767 [email protected] _________________________________________________________________________

Profitable Revenue Growth -‐ Top-‐Line Growth, BoTom-‐Line Profit -‐

Q & A


profitable revenue growth presentation

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