Five Drivers of Revenue Generation
The Five Drivers of Revenue Growth for Professional Services
A Leader’s Guide to Increasing Revenue Mike Schultz, Co‐President John Doerr, Co‐President Robert Croston, Vice President
Wellesley Hills Group 600 Worcester Road Framingham, MA 01702
www.whillsgroup.com (508) 626‐9991
A Wellesley Hills Group White Paper
Table of Contents
Part I: The White Paper Growth Opportunities All Around................................................................................................3 Revenue Growth Driver #1: Core Business Strength..............................................................5 Revenue Growth Driver #2: Rainmaking Strength..................................................................9 Revenue Growth Driver #3: Performance Environment Strength......................................12 Revenue Growth Driver #4: Marketing Strength ....................................................................15 Revenue Growth Driver #5: Leadership and Management Strength.................................18
Part II: Revenue Growth Benchmark Assessment and Plan How Do We Grow Our Service Business?...................................................................................20 Realizing Your Revenue Growth Potential..................................................................................22 How the Revenue Growth Benchmark Assessment and Plan Works..................................24 Why Engage the Revenue Growth Benchmark Assessment and Plan................................27 Frequently Asked Questions............................................................................................................28 Wellesley Hills Group.........................................................................................................................29 Mike Schultz, Co-President..............................................................................................................31 John Doerr,
A Leader’s Guide to Increasing Revenue Mike Schultz, Co‐President John Doerr, Co‐President Robert Croston, Vice President
Wellesley Hills Group 600 Worcester Road Framingham, MA 01702
www.whillsgroup.com (508) 626‐9991
A Wellesley Hills Group White Paper
Table of Contents
Part I: The White Paper Growth Opportunities All Around................................................................................................3 Revenue Growth Driver #1: Core Business Strength..............................................................5 Revenue Growth Driver #2: Rainmaking Strength..................................................................9 Revenue Growth Driver #3: Performance Environment Strength......................................12 Revenue Growth Driver #4: Marketing Strength ....................................................................15 Revenue Growth Driver #5: Leadership and Management Strength.................................18
Part II: Revenue Growth Benchmark Assessment and Plan How Do We Grow Our Service Business?...................................................................................20 Realizing Your Revenue Growth Potential..................................................................................22 How the Revenue Growth Benchmark Assessment and Plan Works..................................24 Why Engage the Revenue Growth Benchmark Assessment and Plan................................27 Frequently Asked Questions............................................................................................................28 Wellesley Hills Group.........................................................................................................................29 Mike Schultz, Co-President..............................................................................................................31 John Doerr,