Clifford Hall
Managing Director
United States
Commercial Excellence
Improve Margin. Increase Revenue.
Given the current global economy – markets and customers in turmoil, shifting business models, and cash strapped vendors and customers - it is time to reset to drive profitable growth integrated with operations to optimize cost and working capital.
Sustainable growth is not attainable through cost cutting alone. Growth requires an effective commercial strategy, cohesion across all commercial functions, and execution that is strongly aligned with operational support. A&M’s Commercial Excellence team helps clients rapidly identify and implement sustainable sources of revenue growth and margin improvement.
Our People:
Clifford Hall
Managing Director
Clifford Hall is a Managing Director with Alvarez & Marsal Private Equity Performance Improvement Group in New York. With more than 25 years of experience in management, board advisory, operational, and functional roles in the Americas, Europe and Asia, he co-leads the U.S. Commercial Excellence service line.
Andrew Harris
Managing Director
United States
Andrew Harris
Managing Director
Andrew Harris is a Managing Director with Alvarez & Marsal Private Equity Performance Improvement in Chicago. With more than 25 years of experience in commercial strategy and execution advisory within transaction, value creation, and transformation contexts, he co-leads the U.S. Commercial Excellence service line.
Prasad Aduri
Senior Director
United States
Prasad Aduri
Senior Director
Prasad Aduri is a Senior Director with Alvarez & Marsal Private Equity Performance Improvement in Chicago. He specializes in leading commercial excellence, business and technology transformation programs for private equity and corporate clients. Mr. Aduri has worked with clients across a range of industries, including industrial, technology, business services, healthcare, energy and financial services.
OUR APPROACH TO REVENUE MANAGEMENT:
CORE SERVICES:
Our team of experienced professionals focus on effective commercial strategy that drives profitable sales, margin improvement, and cash flow.
The foundation of our commercial excellence approach is understanding margin and market transparency. The improvement levers are twofold: 1) Revenue Management through segmentation and channel optimization, sales force and market coverage optimization, sales process and sales operations improvement. 2) Margin Management with margin transparency driving product portfolio optimization, pricing, and margin recovery;
Revenue Management
- Develop transparency into market trends, competitive dynamics, growth opportunities, and customer and end-user behavior and purchasing decisions
- Understand customer segments and channels to optimize the go-to market strategy to gain differentiation and competitive advantage
- Optimize the sales force structure and coverage model
- Determine specific and actionable criteria and KPIs for increasing profitable growth
- Align sales incentive / compensation plans with company profitability goals / objectives
- Implement a consistent sales process
- Review tools and technologies including CRM to drive accountability and visibility to the sales pipeline
Margin Management
- Develop margin transparency and a cost-to-serve model to give detailed visibility into profitability across multiple factors
- Apply actionable margin improvements from pricing and margin recovery, complexity reduction, product portfolio rationalization, and new product pipeline management
- Institutionalize profit transparency and processes to ensure ongoing management of complexity, cost-to-serve, and pricing discipline
CASE STUDIES:
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