Prioritizing for
Retention, Expansion, New Business and Cost Control

Determine potential
Prioritizing for Retention, Expansion, New Business and Cost Control is a well-defined quantitative analysis of existing and potential sources of revenue prioritized by risk and weighted by expected value.

Inconsistent ranking system
Traditional sales forecasting does not objectively rank opportunities in a consistent and comparative manner. Sales people therefore do not have an objective method of viewing their sales pipelines and funnels

Chasing the long shot
Forecasted probabilities of success are usually “tied” to the various stages of the sales cycle in a progressive manner. Common belief is, the longer you pursue an opportunity the higher the chances of winning become. This is an inherently false premise. In truth, the closer you get to winning the closer you also get to losing.

Our solution

• Each sales person should categorize and prioritize their portfolio pipeline by expected value and effort required.
• Sales efforts should be focused on retention of quality business, expansion within existing accounts and capturing new business.
• De-investment in over serviced and over sold accounts.
• Summarize sales potential in a matrix which captures the expected value and effort required, and calculates performance against budget.

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