The Framework For Sustainable Revenue Growth™
Growing Revenue Is One Thing. Making It Sustainable Is Another
Sustainable Revenue Growth Starts With A Shared Frame of Reference
Does Everyone Understand and Agree On What It Takes to Achieve Sustainable Revenue Growth?
How Does The Revenue Growth Infrastructure You Have Compare To What You Need?
The Framework gives leadership teams a common reference point for comparing what their organization currently has with what sustainable revenue growth requires.
Use it to identify Revenue Growth Infrastructure that may be missing, incomplete, inaccurate, inconsistent, or disconnected—including:
- Procedures required to translate strategy into day-to-day execution.
Knowledge and Skills executives, managers, and individual contributors need to execute those procedures with precision. - Identifying and addressing these gaps helps mitigate Complexity, Fragmentation, Friction, and Chaos.
Use The Framework To Understand Where You Are - - and To Get On The Same Page
The Framework for Sustainable Revenue Growth organizes Revenue Growth Infrastructure™ into three categories—Formulate, Execute, and Evaluate Revenue Growth Strategy—with twelve (12) hierarchical components.
Each component extends from the Strategic level through the Operational, Tactical, and Activity (SOTA) levels required to execute with precision.
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Formulate Revenue Growth Strategy
Translate Mission, Vision, Values and Behaviors
Clarify your strategic intent including your purpose (mission), core values and behaviors, goals (vision) and strategic initiatives.
Forecast Accurately and Timely
Interconnect your forecasts for revenue, pipeline work activities, productivity, staffing levels, and expense requirements.
Plan Products, Services, and Markets
Validate that your product, service, industry, geographic, and customer plans are viable in the external marketplace.
Structure Businesses, Departments and Jobs
Organize your business units, processes, departments, and jobs to clarify responsibilities, drive accountability and achieve results.
Execute Revenue Growth Strategy
Map and Document Procedures
Transparently identify work activities for serving each customer use case, across every stage of the customer life cycle.
Deploy Technology Enablers
Ensure that technology is enabling your employees and managers - - rather than disenabling them!
Integrate Management Practices
Integrate your human resource practices to your mission, vision and goals at every stage of the employee life cycle.
Transfer Technical Knowledge
Provide instant access to work instructions and policies so employees and managers can execute with precision!
Evaluate Revenue Growth Strategy
Accurate and Complete Data Tracking
Ensure that data fields are hierarchical, have consistent naming conventions, are collected as work is completed, are fully populated, and stored together.
Trusted and Timely Analytics
Integrate data tables so consistent analysis, interpretation, gap identification and process improvements can be instantly prioritized.
Cascaded Reporting For Managers & Employees
Organize and Display data hierarchies uniformly so executives, managers and employees have a consistent view of data and analysis.
Actionable Process Improvements
Clarify action plans with specific accountability, actions, deadlines, expected outcomes, expenses, ROI; frequent progress reviews.