Tag (repco)

Revenue growth…

The main areas of improvement to focus on:

  • customer segmentation [employ matching]
  • salesforce effectiveness [view sales as an “opportunity cost“]
  • pricing
  • go-to-market approach [direct v. channel partners]
  • cross-selling [it is usually the lowest-cost alternative]
  • customer retention [insure said via policies, activities, etc.]


And, for margin improvement:

How to drive significant top-line revenue growth from the current customer base. Ask and answer these important questions:

  • Is there an effective pricing strategy in place today?
  • Have we properly segmented our customer base to differentiate pricing based on buying behaviors [STP, or Segment, Target & Position]?
  • Are customers that destroy margin effectively managed?
  • Is the sales team allocating resources to the highest value customers?
  • Does our sales team have the right process and structure in place to capture pricing opportunities?
  • Are pricing controls in place to monitor pricing and provide the appropriate oversight?
  • Are the right metrics tracked aggressively to objectively determine performance in the market against competitors and resulting margins?

“Now what?”—when you’re in charge… An axis work product example

This 8 Point Plan was written (2011) for an incoming President on behalf of a €500mil./$647mil. Italian packaging company that was planning to enter the U.S. market in the prime and very competitive industrial goods and services sector [Forest Products, Paper & Packaging]. The plan’s template is based on the Spencer Stuart 8 Point Plan for the First Hundred Days of a new position/assignment.

The plan’s content, context, and ideas are 100% original, and were unique/specific to the customer’s needs. The plan is offered herewith as a “real-life” example [learning tool] for others to use/model when the are faced with the age old question: “Now what?”

The keys to successful (special operations) missions

The key factors that determine successful outcomes are:

  • simplicity
  • security
  • repetition
  • surprise
  • speed
  • purpose

These same things apply to many areas of business too (e.g., a new product launch, etc.).

Develop a bias for action

Look for a 70% solution and assess and refine from there—think: pilot, assess, refine, repeat (parr). I believe in action over inaction—plain and simple.

(aa) (repco)

Hello world!

Hello and welcome to the (mk) Mark Kirkwood WordPress.org website.

To get started…, please remember that “Rome was not built in a day.” As such, it will take many posts to outline Axis Associates (aa) and RevenueEengine Partners Co. (repco), and their many assignments, endeavors, missions, and accomplishments. In short, it is all about: “ideas for management decision making,” “creative solutions to pressing problems,” and “results-oriented solutions.”

On the personal side…, I will be passing along some of my favorite quotes, items and ideas for success too.

This is the first post on that journey. So, let’s start blogging!