Quick Tip
For a revenue officer…, the Four C’s (i.e., things to always keep your eyes on):
- Customers
- Competitors
- Costs
- Capabilities
Further, keep market maps (size, growth rates), define where to compete and how to win, know industry pricing, track customer/product profitability, quantify customer loyalty, monitor your firm’s relative cost position, and make sales systems assessments an ongoing priority.