The “Customer Value & Growth” Engine
The “Customer Growth & Value” Engine
Phase 00
Phase 01
Phase 02
Phase 03
Phase 04
Phase 05
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
The Pipeline Audit
Weeks 9-10// Objective
Evaluate current sales pipeline speed and downfalls
// Action Steps
- Measure the speed of the sales cycle to improve cash flow forecasting
- Identify why deals are lost (Price vs. Speed vs. Competitor).
// Linked Models
// Key Deliverable
A Sales Pipeline Report and Sales Velocity Dashboard
03
Acquisition Economics
Weeks 11-12// Objective
Identify cost to acquire new customers and identify current market opportunities
// Action Steps
- Calculate the true cost to acquire a customer across all channels in the firm
- Calculate TAM/SAM/SOM to identify feasible growth rate projections in the current market conditions
// Linked Models
// Key Deliverable
A Go-To-Market Efficiency Report
04
Retention & Expansion
Weeks 13-14// Objective
Identify patterns in customers to actively target a customer segment
// Action Steps
- Grouping customers by their categories identify patterns in both customers and traffic
- Segment clients into tiers to focus resources on high lifetime-value accounts
// Linked Models
// Key Deliverable
A Customer Retention & Upsell Strategy
05
Maximizing Yield
Weeks 15-16// Objective
Look towards market expansion, following current customer segmentation
// Action Steps
- Create “Good-Better-Best” offerings to capture broader market share
- Analyzing customer feedback and “lost deal” data to find where the customers have unmet needs
// Linked Models
// Key Deliverable
A Market Expansion & Pricing Report