Performance driven organizations require the discipline of market benchmarks to keep them pointed at the most attractive opportunities and ahead of competitors. McLagan’s granular market opportunity data enables managers to make truly actionable decisions.
Our quarterly market share and revenue opportunity studies are used for market segmentation, account relationship management, sales force management and resource allocation, branch network optimization, and overall firm performance tracking:
Marketing strategySegment the target market to identify pockets of greatest revenue opportunity as well as critiquing focus list and identifying the addressable wallet
Account relationship managementSet specific targets identify the addressable wallet and establish focus lists / client segment list based on a known up, then monitor, evaluate and adjust performance, as needed
Account management advisoryMcLagan provides insight on the approach and structure of account management across the competitive landscape, in order to maximize the value of the function within different business models. We assist in utilization of internal and external information to support and are capable of outsourcing part of this function in order to focus resource on revenue production
Sales force management and resource allocationModify sales force and support staffing levels as well as skills to fit the market opportunity and the firm's revenue optimization strategy and prioritize accounts accordingly
Branch network optimizationRestructure branch network size and location to match revenue and profit opportunities
Aggregate firm performance trackingMonitor overall firm revenue performance against peers and measure progress toward strategic targets.