Market Expansion Program
The Market Expansion Program
Phase 00
Phase 01
Phase 02
Phase 03
Phase 04
00
Implementation & Data Foundation
Weeks 1-4// Objective
Connect ERP and Accounting data to establish a baseline for “Actual” costs.
// Action Steps
- Identify key data and establish connectivity and data intake pipelines for them
// Key Deliverable
A Data Connectivity Report quantifying the financial cost of manual data rework and technological fragmentation.
01
Diagnostic Foundation
Weeks 5-8// Objective
Standardize data and set up dashboard with baseline costs and margins
// Action Steps
- Cleanse data to ensure data is workable and concise
- Set up dashboard for client visibility and utilization
- Establish baseline costs and margins
// Key Deliverable
Preliminary Centralized Dashboard, displaying relevant and live KPIs that identify the baseline metrics of the firm. Initial Company Status Report discussing key performance indicators (KPIs).
02
Digital Backbone & Market Saturation
Week 9// Objective
Compile information on market conditions and saturation to prepare for expansion
// Action Steps
- Identify barriers to entry in white space within market
- Analyzing customer feedback and “lost deal” data to find services or products your current clients are buying elsewhere
// Linked Models
// Key Deliverable
A Market Saturation Report that lays out white spaces where market share is likely to be captured immediately
03
Pipeline Audit and Acquisition Economics
Weeks 10-16// Objective
Calculate the true cost of organizational growth, identifies where sales momentum stalls, and determines the limits of the addressable market
// Action Steps
- Quantify the time required to move a prospect through the sales cycle to ensure accurate cash flow timing
- Quantifying how often deals are lost to specific competitors compared to no purchase made
- Calculate the true cost of a new customer by combining direct marketing spend (ads, events) with sales labor and overhead
- Calculate the absolute maximum revenue available if the company had 100% market share
// Linked Models
// Key Deliverable
An Acquisition Economics Report that lays out direction to maintain sales momentum in a holistic perspective, identifying the limits of the current addressable market. Sales Velocity Dashboard to visualize the sales relevant data
04
Retention, Expansion, and Yield Maximization
Weeks 17-22+// Objective
Plug revenue leaks by reducing churn while architecting sophisticated pricing structures. Binary quoting structures are replaced with tiered Good-Better-Best matrices and client segmentation by profitability
// Action Steps
- Quantify the leakage in your revenue bucket by measuring how many customers leave over specific time intervals.
- Segmenting customer base into “Platinum,” “Gold,” and “Silver” categories based on profitability for the firm
- Determine the total net profit a customer generates throughout their entire relationship with your firm (Lifetime Value)
- Compare the cost of acquiring a customer to their lifetime value
// Linked Models
// Key Deliverable
A Customer Retention and Upsell Report that outlines the hierarchy in customer segments for the firm to target. 8 Monthly Evaluation Reports following these adjustments to fine tune the strategy with real market data