THE REVENUE GENERATION MANAGEMENT MODEL
For many years, White Rock Associates have worked with B2C and B2B companies to uncomplicate how they measure and manage their revenue-generation activities. In our view, marketing & sales should be as measurable as, e.g., procurement and production. If not, the company will never reach its true revenue potential.
The aim of the RGM model the efficient conversion of market opportunities to profitable transactions. The starting point of this process is the Market Potential, and the end point is Sales & Profits.
Inactive Market Potential
SALES & PROFITS
As we have seen, efficient RGM requires that management prioritises business opportunities and that this prioritisation controls both generation and conversion. For this to be possible, the company’s financial data must be structured in such a way that one can follow which business opportunities build profitability, and how this changes over time.
USING THE RGM MODEL IN DIFFERENT SALES SETUPS
IDENTIFYING YOUR WEAK LINKS
WORKING WITH THE RGM MODEL IN YOUR SALES SETUP
White Rock Associates has a long experience of structuring and uncomplicating clients’ revenue generation using our RGM Model. If you are interested in how this approach can be used to help YOU: contact us and we’ll come by and tell you more about what we have achieved for other clients and what we can do for your company!