©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.RevenueEnhancementServicesPatrickHofmann,KathyL.Iversen,JosephP.O’LearyBusinessConsultingBusinessConsultingWorldwideWorkshopDecember11-13,1996©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.Dilbert©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.Thekeypointstoconsiderwhentakingaholisticapproachtogrowingrevenueprofitably,are:•ThegoalofemployingthisRevenueEnhancementFrameworkistoachieve:•Measurableperformanceimprovement;•Lastingchange.•Itisimportanttogobeyondjustanalyzingthenumbers.Focusonthereasonsbehindthem,objectively.•Thiscanonlybeaccomplishedbyaddressingbothoperationalexcellenceandstrategicdifferentiation.Introduction©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.Fortune1000executives:Top6barrierstogrowthSource:WirthlinWorldwideSurveyofAmericanBusinessLeaders,May1996Slackeneddemand36%Competition31%Consolidationinindustry18%Internalprocesses13%Newproducts/services10%Unfavorableregulations10%BarrierstoGrowth©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.DriversofGrowthFortune1000executives:Top6driversofgrowthNewdemand/customers40%Mergers/acquisitions31%Newproducts/services30%Globalexpansion19%Customerretention11%Productivity7%Source:WirthlinWorldwideSurveyofAmericanBusinessLeaders,May1996©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.WeAreRespondingToMarketplaceDemand•RevenueEnhancementframeworkdeveloped•Diagnosticdeveloped&piloted•Service-levelmethodologiesindifferentstagesofdevelopment•Sampledeliverablesavailable•Sales&marketingsupportresourcesavailable•Knowledgesharinginfrastructureinplace©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.WeAreAlreadyProvidingRevenueEnhancementServicestoClients•Acusport•AdvancedInterconnections•BassManagedHouses•BellSouthTelecommunications•BellSouth-ConsumerServices•BritishSteel•Browning-FerrisIndustries•Caprado•ChicagoTitle&Trust•Coccinelle•ColgatePalmolive•CottonBowlAthleticAssociation•GrupoPorcelanite•GTE•H.B.Zachry•HesperiadeAlimentacion,S.A.•LamResearch•LondonElectricity•Mercedes-Benz•MFSTelecom•Microsoft•SaraLee•SearsCanada•SKF•TJMaxx•Unipart•Unisource•Whirlpool©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.LeveragingWhatWe’veGot--We’reNotReinventingtheWheel•ProjectandSkillsInventory•BCCoreCompetencies-Systemicthinking-Changeenablement-Measurement-Implementation©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.LeveragingWhatWe’veGot--We’reNotReinventingtheWheel•CompetencyCenters-Finance-Performancemanagement-Knowledgeservices-QMS-Customdevelopment-ISP-Packagedsoftware-Changeenablement©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.MarketPotentialforRevenueEnhancementServicesisHuge!©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.HowCanYouHelpYourClientsGrowTheirBusinesses?©1996ArthurAndersen,AndersenWorldwide,SC.Allrightsreserved.RevenueEnhancement-AHolisticViewIndustryConsumerMISQualification(QualificationRates)Conversion(ConversionRates)Retention(RetentionRates/Length)CustSvcFinanceMfg.Mktg.SalesDistrib.Product/ServiceDevelopmentMarketingSales/DistributionCustomerServiceStrategicPlanningResultsPerformanceMeasuresImpactsIdentification(MarketPotential)Position(ProfitPotential)RevenueSourcesGrowthinCustomer...
