Tuning Rev Cycle Overview
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The document discusses how to maximize revenue by analyzing and optimizing key parts of the revenue cycle, including delivery, sales, marketing, and collections. It recommends starting by setting a revenue goal and understanding current capacity and performance across the revenue cycle. Key metrics for delivery, sales, and marketing are defined, such as time to deliver, average deal size and close time. The document provides a process for comparing goals to current capacity and performance, identifying issues, and developing plans to address problems and improve the revenue engine to meet goals.
Tuning Rev Cycle Overview
- 1. Tuning Up Your Revenue Engine Maximizing Business Performance Presented by Dino Eliadis
- 2. Learning Objectives Define our view of the revenue engine. Understand why you work the numbers backwards. Review the critical values of your revenue cycle. Use the information in strategic decision making.
- 3. The Revenue Engine What’s holding up progress? If you fix it, what will break next? Sales Marketing Delivery Collections
- 4. Start with the End in Mind Planning 101: Set a goal. Often forgotten: “Where am I starting from?” Test the realism of your goal. How much work can you really handle? How many sales/period of time creates the work? How much marketing is needed to find these sales? Need to understand resources and inter-dependencies. Not knowing slows growth, diverts focus, and increases risk
- 5. Critical Values of Delivery Average time to deliver 1 unit of product or service. Average price charged for 1 unit. Total number of employees that handle operations. Average percent of their time spent on other functions.
- 6. Critical Values of Sales Total number of proposals/quotes completed in a period. Total number of deals closed in the same period. Average duration it takes to close a deal (start to finish). Average amount of effort (work) to close a deal. Total number of employees that handle sales. Average percent of their time spent on other functions.
- 7. Critical Values of Marketing Average number of leads collected per period. Total number of proposals/quotes completed in same period. How much time per week is spent marketing and networking? Total number of employees that handle marketing. Average percentage of their time spent on other functions.
- 8. Fix & Predict for Your Business Can you meet your revenue goal? Do you have enough excess capacity? Yes: Move to sales. No: You need to determine what it will cost you to get more. Be creative to minimize cost and maximize profitability, then look at sales. Does the current volume of sales provide a good profit? Yes: Move to marketing. No: Scenario 1: If you have excess capacity, create a sales plan to find more business with existing customers. Scenario 2: If you are at or close to operational capacity, check your pricing. IT’S TO LOW!!!
- 9. Fix & Predict for Your Business (continued) Do you have enough leads to generate the sales you need? Yes: Just keep doing what you are doing. No: Review your marketing plan to determine why it’s not working. Update your plan and test your new strategy.
- 10. Next Steps Set your revenue goal. Determine where you are starting. Calculate your delivery capacity. Calculate your sales volume/capacity. Calculate your marketing volume/capacity. Evaluate your goal for realism. If you have identified problems, fix them. Develop your business plan to reach your goal. Work your plan(s) and SUCCEED!
- 11. Thank You for Your Interest! DE, Inc offers: Consulting Coaching Training Improve PDQ Revenue Engine Analysis can assist you in “Tuning Your Revenue Engine” Call: 727-421-5579 Or Email: info@dinoeliadis.com