Mapping revenue targets to integration

Basic ideas to thinking about when talking to a client as a trusted advisor helping them to improve their business.

Lets say that they have acquired a company and their financial plan means they have to generate an additional 2 million in sales revenue from that company.

So a good hypothetical conversation to ask might be:

• What is the average deal size?

  • If an average project or sale is say $100,000, then we divide the total revenue by the deal size to come up with the figure of 20 additional projects

• Okay, so for each of those projects in order to create value - what external data do you need to obtain to do that?

  • What are the data sources?

  • Does your team know how to get the data required from those systems?

    • Can we help in terms of advising best practice from the knowledge we have of other clients?

As the conversation progresses one hopefully gets to the point of being able to help the client understand better what kind of team they will need to meet their goal. Of course the real world is going to be more complicated than this but the above type of thought process will be helpful in being engaging and being perceived as helpful in this conversations.