Net Revenue Management

Creating a disciplined trade investment framework to optimise return on customer investments and avoid unnecessary trading risk.

Comprehensive Customer Analysis

Align trade investments with overall strategic objectives by clearly outlining desired outcomes to improve ROI.

• Identify customer segments by grouping customers based on shared characteristics, needs and behaviours

• Prioritise segments based on their potential lifetime value (LTV)

• Allocate resources proportionally to customer LTV

• Establish risk tolerance

• Develop a rigorous evaluation process

• Monitor KPIs through an intuitive dashboard

Business Case Development

Comprehensive review of the business to identify opportunities to improve margin and release cash.

• Collect a set of financial, organisational and operational data

• Conduct management (commercial, finance and sales) team interviews and workshops to get perspectives and insight

• Establish financial baseline

• Develop and test hypothesis

• Quantify potential opportunity

• Prepare report to demonstrate the potential value of the business for growth and investment

Pricing Strategy

Align pricing strategy to identify revenue maximising price across the product and service portfolio.

• Perform primary (Van-Westendorp, Gabor Granger, Conjoint Analysis) and secondary research

• Identify price relationships of key brands by conducting elasticity analysis

• Model profit impact of price scenarios and volume with the identified elasticity

• Estimate competitor reaction to price movement and conduct gaming analysis

• Identify revenue maximising price

• Create BI tool to track and monitor price