The Brilliant Basics
Executing the RGM basics brilliantly
to drive sustainable growth
Revenue Growth Management (RGM) results aren’t driven by creating spreadsheets and PowerPoint slides - RGM comes to life through customer conversations and execution at the point of purchase.
When RGM is embedded in how you engage, plan and execute with your customers everyday, you unlock sustainable revenue growth.
Questions I’m often asked
How does RGM thinking support what we do everyday?
How do we sell RGM plans to our customers?
What if we don’t have enough data to do RGM?
Is RGM a function or a discipline?
How do we track & measure the results of RGM?
What systems or tools do we need to have to be able to do good RGM?
Two ways I can help
Establishing and building RGM muscle
Build sustainable RGM capability in your organisation. Move beyond theory to embed RGM thinking into how you engage, plan & execute with your customers everyday.
What you get:
Practical RGM framework tailored to your business
Playbook written in business language supported by practical tools and skills
Skills and development training tailored by function and role
Support to embed an RGM mindset in the relevant business routines
Using RGM to address business challenges
Consumer goods companies face many challenges in today’s environment. RGM can be used to address and overcome these challenges.
The challenges:
Rising input costs putting pressures on margins
Price sensitive shoppers limiting the scope for more pricing and driving slowing volume growth
Retailers becoming more demanding plus the increase of retailer buying alliances
Shareholders expecting consistent profitable sales growth every quarter
Aggressive competitors!
The 5 RGM Levers
Sustainable RGM results come from using all 5 levers in an integrated way rather than in isolation
Strategic Pricing
Pack Price Architecture
Active Mix Management
Promotion Investment
Trade Terms Investment
People + Process + Data + Tools