-: At BCG TURN,
we take a unique approach to transformation
that addresses the misgivings
many executives have about revenue levers.
First, with regard to
the idea that revenue levers are non-bankable.
We focus on revenue levers that produce
quantifiable and direct P&L impact,
linked to concrete initiatives.
Second, as far as quick and sustainable impact goes,
we focus on six revenue levers in particular.
In our experience,
each lever typically generates up to 5% growth
within three to 18 months.
We implement solutions that can be quickly
scaled across business units,
geographies, or products,
in weeks to months.
We deploy digital tools that can be
easily integrated into clients'
existing enterprise systems,
and we help clients make revenue impact sustainable
by focusing on capability building
with tools, processes,
competencies, and governance.
Finally, as to the cost of implementing revenue levers,
we leverage our client's existing products and sales force,
and at least initially,
do not focus on new products or markets
that would require major upfront
investments and long timeframes.
BCG TURN's approach to revenue levers
in transformation has real impact.
For example, we recently supported
the services division of a technology company.
This transformation helped turn a previously
negative growth business into the company's fastest growing.
The revenue levers alone contributed 11% revenue growth
and 23% margin growth,
$140 million EBITDA increase
over 18 months.
This was on top of savings from cost reduction initiatives.
We think such examples show that
pipeline-driven transformation can be a resounding success
when companies use the right revenue levers
implemented with the right capabilities.