Strategic revenue analysis

Abstract

Purpose

Strategic revenue analysis is something that the authors have used in our consulting and classroom teaching for many years, yet has never been formally developed nor written about by researchers and practitioners.

Design/methodology/approach

The authors outline the seven-step process behind strategic revenue analysis and provide numerous examples.

Findings

Organizations that discipline themselves and perform strategic revenue analysis almost always grow quicker than the competition, focus on high margin products and develop other types of discipline that make them more successful.

Practical implications

The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations.

Originality/value

The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Citation

Albrecht, C., Holland, D. and Peters, M. (2016), "Strategic revenue analysis", Strategic Direction, Vol. 32 No. 7, pp. 32-34. https://doi.org/10.1108/SD-03-2016-0043