EHS Partners

Revenue Execution

Improving Revenue Execution: Hard Work, but Easy Money!

During the past decade, there have been many innovations to improve revenue execution. EHS clients use our disciplined process to ensure that they maximize revenues from their current sales by improving on their execution of the processes and decisions that impact revenues.

Examples of sources of additional revenue from current sales volume ...

... and common reasons for not improving revenue execution

Fast, micro-market changes that are too small and quick for organizations to capture
Services provided for free that customers are willing to pay for
Data systems that don't adequately support micro-segments
Optimization of effective price net of discounts, allowances, and waivers due to strategic direction or approved policies
Discount and waiver behavior in the field that is not disciplined and/or controlled
Terms and conditions that can be tightened or enforced
Returns and un-saleables that are not properly managed or enforced
Collections that can be improved
Tailored and re-engineered processes that provide value to customers for which they will pay

Data not easily obtainable
Individuals accountable for different revenue elements, but no one accountable for the whole picture
Incentives in some areas work against improving revenue execution
No methodology for micro-pricing
No leakage detection
Fear that customers will leave
Hard to get necessary cross-functional collaboration
No sense of urgency since cumulative impact is not understood and each individual action appears small
Issues of internal credit, allocations, and politics often get in the way of action