Driving Rapid Revenue Growth After COVID-19 | FTI Consulting

Driving Rapid Revenue Growth After COVID-19: Reassess, Refocus and Realize

Corporate Finance & Restructuring

May 4, 2020

Percentage Signs

While it is hard to think about revenue growth during times of crisis, many companies are already beginning to write their playbooks to accelerate recovery. Executives need to change their mindset from “enduring the crisis” to “recovering from crisis” in order to retain market position.

The playbook needs to focus on three “Rs”: reassess and prioritize the customer base to extract immediate value; refocus on prioritized customers using targeted revenue growth tactics; realize rapid revenue growth by realigning the organization.

Companies must rewrite their revenue growth playbooks now if they want to finish 2020 with strong financial performance.

A Quick Summary

  • Executives need to change their mindset from “enduring the crisis” to “recovering from crisis” in order to retain market position.
  • The playbook needs to focus on three “Rs”:
    • Reassess and prioritize the customer base to extract immediate value.
    • Refocus on prioritized customers using targeted revenue growth tactics.
    • Realize rapid revenue growth by realigning the organization.
  • While it is hard to think about revenue growth during times of crisis, many companies are already beginning to write their playbooks to accelerate recovery.

Introduction

The COVID-19 pandemic has caused sudden and unprecedented disruption to businesses, placing extraordinary pressures on chief executives. While the entire C-suite is working hard to figure out financial, operational and supply chain impacts to endure the crisis, CEOs have one of the most daunting tasks at hand — preparing the company for top-line growth after the COVID-19 crisis.

Traditional revenue growth tactics need to be put aside during these turbulent times in order to concentrate on this question, “How should we focus our limited resources on critical customers to rapidly increase revenues in 2020?” Executives need to embrace the fact that they must make some tough choices in the next 30 to 60 days.


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