Published by PricewaterhouseCoopers March 2003; $29.95US; 1-931684-06-5 For
more information, visit www.revenuemaximization.com
Strategies and Approach for
Revenue Maximization
Excerpts from the Book
 The four core strategies of revenue maximization:
1. Integrate revenue
maximization into all of a company's day-to-day processes. With clear,
measured, and accountable day-to-day processes, companies can prevent root
causes of revenue leakage and ensure consistent revenue maximization in a
rapidly changing business environment.
2. Implement key automated tools.
Companies can quantify and capture leaked revenue and improve the accuracy
of revenue collection with leading-edge detective, analytical, and
preventive tools that are a living part of a company's operations.
3. Create
a revenue responsible organization. With the right leadership, culture,
accountabilities and structure, companies can foster an organization that is
intolerant of revenue leakage.
4. Bind and embed these strategies with
quantifiable monitoring mechanisms. Companies can use simple, tiered, and
continuously adjusted monitoring mechanisms to achieve a best-practice,
integrated revenue maximization strategy.
The four types of revenue capture:
- Immediate capture, the most obvious
form, in which a company corrects inaccurate or incomplete transaction data
and either back bills for services already provided or begins to bill
correctly for recurring services.
- Preventive capture, in which a company
proactively addresses root causes of revenue leakage and prevents leaks from
happening in the first place.
- Opportunity capture, in which a company
addresses and corrects processes or systems that are blocking incremental
revenue capture.
- Efficiency capture, in which a company achieves operating
efficiencies in revenue maximization-related activities.
======
|
