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Revenue Enhancement

Bringing an incisive focus, Alvarez & Marsal's Revenue Enhancement Group delivers a systematic, action-oriented approach to help companies identify and drive top line improvements—and eliminate risk—with a sense of urgency typically employed in restructuring scenarios. Whether as part of a major turnaround or performance improvement initiative, A&M's experienced functional specialists work quickly to maximize the return on investment in marketing and sales organizations and activities.

Using a situational approach, we assess your specific situation; identify revenue enhancement opportunities; and develop and execute a plan to increase your top line and profitability. Within two-to-four weeks, our Revenue Enhancement professionals prioritize and quantify a set of high-impact recommendations for immediate implementation—with quick return on investment and ease of implementation in mind. Depending on the unique dimensions of each situation, our professionals are also ready to serve as interim Chief Marketing Officer or in other key marketing or sales support roles to fill critical voids, supplement existing talent or simply help to power boost an organization's marketing efforts.

Whether serving as trusted advisers or in interim marketing and sales roles, Alvarez & Marsal's Revenue Enhancement professionals provide invaluable leadership, experience and clarity around key issues, helping ensure that revenue enhancement plans are developed, executed and monitored with precision. Additionally, our senior professionals have worked with clients across multiple industries, including consumer / industrial products, retail, financial services, energy and hospitality, among others.

Our Revenue Enhancement services include:

Identify Top Line Growth Opportunities

• Analyze market research / industry trends
• Review customer revenue and profitability
• Review sales processes, sales force and channel profitability
• Understand merchandise mix and product profitability
• Review pricing and promotions strategies and results
• Analyze efficacy of up-sell and cross-sell initiatives
• Evaluate customer unmet needs by segment
• Map current product/ service portfolio to needs of customer segments, and identify and fill gaps
• Establish sensitivity analysis for improvement opportunities

Improve the Quality of Revenue Streams

• Analyze revenue trends and profitability by product, brand, geography, channel and key customer
• Align marketing and selling expense spending against most profitable customer segments, channels and accounts
• Assess opportunities for product / SKU rationalization
• Assess opportunities to take price in selected parts of customer or product portfolio
• Review current trade programs and account-specific pricing policies

Maximize the Efficiency and Efficacy of Functions that Support Revenue Generation

• Review current sales productivity data
• Understand reporting structures and compensation programs
• Evaluate alignment between sales force activity and business objectives
• Assess sales tools and productivity measures
• Assess current marketing strategy and evaluate return on various tactics and programs
• Review current customer segmentation model and evaluate alignment with marketing strategy