Engage. Sell. Cross-sell.  

Recurring revenue programs

Buried within every service provider’s customer and prospect base is substantial growth potential, hidden in the form of under-engaged customers who might be ready for cross-sell. The challenge is knowing who might be interested in which product, and when. In its global survey, Bain & Company identified a willingness by policyholders and banking clients to … Read more

Recurring revenue programs

Recurring revenue programs

Companies with a higher share of recurring revenue tend to have higher valuations. Our Stratum Five group helps our clients maximize their potential, by developing high-value, client-centric recurring revenue businesses and business models. We have expertise with recurring revenue business models including: Retainer/contract fees Interest Insurance Subscription/memberships Licensing Acquisitions Partnerships and JV’s Every model improves … Read more

Turnaround planning

Strategic planning

Prior to the go/no-go decision, its prudent to acknowledge that the target company will require some ‘turning around’.  – define that as you will. Of course, the unique particulars of the target business will govern the approach – but in general, the activity needs to be disciplined: number focused, and people-flavoured.  The turned-around business either … Read more

Marketing plan challenger

Does the target business have a high performance marketing plan? Is it capable of delivering the strategic objectives – particularly your sales goals – that the acquisition will require? Get a sense of the effectiveness of the business’ current Marketing Plan to power market-growth goals, and start putting the pieces together for a post-acquisition marketing … Read more

How motivated is the team?

team motivation diagnostic

When you’re considering an acquisition, the quality, motivation, skill, ability, and adaptability of the team at the target company will be a critical dimension of the go-forward decision. A motivated team is a high-performing team. A motivated team generally scores high on measures related to Desire, Ability, and Belief in the company. This Team Motivation … Read more

Understand your market leverage

Strategies for Uncertain Times

The positive elements are substantial: a forced reflection on each of Strengths, Weaknesses, Opportunities, and Threats is clearly valuable. …the challenge arises in what to do with the information. For example: do we deploy our strengths to offset our weakness? do we deploy our strengths to defend against threats? …or, do we deploy our strengths … Read more