Private equity
Certainty in
the top line.
Sales leadership advisory inside the companies you own, strengthening the sales system that produces revenue and EBITDA.
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“Over that time the department delivered substantial revenue outperformance and markedly increased ROE, and Mark played a key role in our journey. He achieved the status of trusted advisor and that’s the best compliment I can give him.”
Shiv SivarajahFormerly Managing Director and Head of Project Finance Asia, MUFG
The four levers
What moves EBITDA.
Improve top-line revenue
Protect and grow margin
Reduce the cost of selling
Reduce concentration risk
Win rates, decided by how opportunities are managed
Cross-sell and upsell, through account planning
Net new logos, through demand generation
Sellers engaging earlier in the buying process
Advocacy built across the whole buying group
Price is only an issue in the absence of value
Engaging while the problem is still being framed
Difference articulated in terms the client can connect to profit
Moving the relationship from Vendor to Trusted Partner
What it costs to pursue an opportunity, won or lost
Win more of what you work
Qualify out early, before the cost has been spent
Shorter cycles, because seller time is the biggest cost
Fewer people pulled in to rescue a deal with no strategy
Revenue resting on too few sellers
The behaviours of the high performers, made teachable
Revenue resting on too few clients
A relationship strategy that keeps creating differentiation
At exit, diligence prices every concentration risk in