Ephor Group is a Management Advisory firm that invests resources in our clients to create wealth producing enterprises.

Revenue Strategies for Growth



The Revenue Strategies for Growth Playbook:

  1. Portfolio Expansion
  2. Useful Capital Growth Strategies including M&A Corporate Development


Market Dynamics in 2013:

  • Market bifurcation will be especially prevalent for “No Man’s Land” businesses with 25 to 500 employees due to the rising costs and complexities of doing business.
  • The demand for both technology software and BPO outsourcing solutions is greater than any era before, and coupled with a highly fragmented provider landscape across the globe; there is an environment filled with opportunities for expansion, growth, and M&A consolidation.

When evaluating growth and expansion options, prudent leaders reduce risks (mitigate growth risks) before making any significant investment or action. When revenue strategies are validated, risks are removed, and value is increased by leveraging surefire revenue tactics

 

The Playbook for 2013:

Ephor Group's Philosophy on Creating Wealth


Our belief is that wealth creation occurs when strategy and execution align.

  1. Ephor Group creates the strategy with you and then helps you implement the strategy. Ephor provides seasoned executives that have successfully launched and scaled fast-growth enterprises.
  2. Ephor Group serves as a bolt-on to your existing team and our involvement depends on the situation and varies from Board level guidance to interim C-level coaching and supporter, or we can also manage a specific function or project. We have people on the ground in regions around the world who know the cultures and can provide region specific skills.

By increasing sales, channel, and marketing effectiveness and by optimizing key processes such as Alternative Distribution; financial results improve and the company realizes significant near and long-term improvement.

 

We selectively focus on technology software and BPO services.

 

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Portfolio Revenue Growth Strategies


Unless your current portfolio offering is optimized (you are #1 or #2 for each of your targeted community segments) focus should be on your core business.

 

Expansion strategies for growth:

  1. Routes to Market. Expand your portfolio of revenue sources and lower cost of client acquisition through a portfolio of revenue sources including online, community referrals, channels, and alternative distribution.

  2. Portfolio Optimization. Expand revenues to existing and past clients via product extensions or add-on services (i.e. provide a portfolio of revenue sources). Portfolio optimization is the addition of additional distribution channels and/or products/services in order to increase revenues.To expand your Recurring Revenue Base contact us for case studies for your industry sector.

  3. Expansion into new products/solutions, markets/segments/geographies, through Alternative Distribution.

  4. Growth through M&A Acquisition (i.e. multiple M&A Corporate Development acquisitions to create a mass market leader).

 

Growth through M&A Corporate Development Acquisition: Outsourced M&A corporate development best practices

The time is right to acquire both capabilities and "books of business" due to the following:

  • Many motivated sellers. The number of baby boomers looking to retire over the next few years is enormous coupled with the number of both investors looking for exits and founders that are tired and looking for a change will result in over a trillion dollars in transactions over the next few years.
  • A well performing business can add significant value to its operations and clients by providing more holistic offering.
  • Many industries are undergoing significant change.
  • New laws and regulations are eliminating niche providers due to rising complexities and costs of doing business.
  • Acquisitions can include but are not limited to add-ons, rollups, commercialization of IP, recapitalization, management buy-outs/buy-ins, and spinouts.

Implementing your strategic vision within the constraints of available capital and resources makes owning and managing a business a real challenge. Today’s operating requirements creates complex challenges to grow. These economic realities place more stress and new constraints on leadership to make the right decisions and adjust their financial models and business dynamics. In this economy, it’s critical that leadership maximize the entire spectrum of opportunities, including those initiatives around outsourced M&A Corporate Development. By employing specific tactics, processes and best practices that mitigate both investment and execution risks, your business objectives can be achieved.

 

 

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Do you have the right revenue growth strategy?


First, do you know?

  1. How does your cost of customer acquisition compare to competitors?

  2. How will you improve your Portfolio of Revenue Sources and Alternative Distribution?

  3. Are you leveraging technology effectively so that your revenue and profit per employee outperforms your competition?

Top Two Actions Every Executive Should Evaluate for 2013:

  1. Be recognized as a branded sector leader. Be known as the #1 or #2 brand. Using online advertising, communities, and GoToMarket tactics being known by your leads and market segments is the best surefire strategy for growth.

  2. Build a community ecosystem:
    1. sign new and improve existing partners, referral sources.
    2. become known as the top brand in a few select buyer communities leveraging social media and the Internet for inbound marketing.
    3. create a portfolio of revenue sources that all contribute meaningful. and significant revenues.

We believe revenue strategy is the intersection of a desired future state and the action(s) designed to achieve the particular goal.


Strategy relies on industry specific expertise and effective revenue management practices which include: leveraging the right technology, management science (forecasting and planning, i.e. “being able to see around the corner” and the efficient marshalling of resources).

 

How a company grows is a matter of both strategy and tactical execution, but certainly an effective strategy reduces risk, ensures more efficient use of capital and resources, and promises greater rewards. Strategy will rarely be successful without testing and validation.


Ephor delivers revenue strategy validation coupled with interim board (BoardWalk) or c-level help in the role as your Chief Strategy OfficerAnd our approach concludes with insourcing processes and programs so that they become institutionalized internally to our client companies. Our process deploys proven methodologies adding significant value to your strategy as well as creating revenue and marketing assets along the way.


Read more about Revenue Growth Strategies:

 

Beating the Odds When You Expand

Did you know that 2/3 of expansion plans are abandoned within six months and 85% of expansion plans fail to achieve ROI within the first two years?

 

Effective managers arena’t cowboys; they are methodical managers of risk. At every turn prudent managers reduce risk before making any significant investment or action. The 10 Driving Forces of GrowthIs your business setup for success?

 

Only the most efficient and most resilient business models create wealth. To protect your business the majority of the following measures are required:

  1. Identify a Profitable Niche. Be #1 or #2 in each market or change. Only sell and deliver a value-proposition that the market will position you as the #1 or #2. There is no wealth or sustainability if you are third or below in your market. Repetition increases marketing response rates and effectiveness. We recommend that marketing connect with your target audience at least eight times per quarter with distinct, relevant and compelling impressions.

  2. Attract, Retain, and Grow Customers. Step one is of course creating "Raving Fans" that most need your core value-proposition. Step two is to decide your revenue growth options. Do you want to expand into new markets, expand your portfolio, or acquire alternatives, partners, and/or competitors?

  3. Invest in Your Assets. Assets create leverage, scale and profitability. Improve your product portfolio and marketing and customer assets. Build strong bonds with clients through recurring revenue model, portfolio management, customer lifecycle management, and brand equities. Create solutions and programs to ensure the business demonstrates strong ROI to customers and long retention tenure.
    • #3b. Develop your Human Capital Assets so that "B Players" perform at "A Levels" and jettison all "C and F Players." 
      Success in this economy will be a direct result of increased skill and effectiveness of your entire executive team. Businesses must remove people dependency to create scalability while simultaneously investing in your people to increase the probability of success.
      While this uncertainty poses a challenge, significant opportunities do exist for growth through innovation and investment. Nimble businesses that can respond and change to effectively reposition and compete differently and better.
    • #3c. Focus on: Star Performer Attributes (i.e. Wealth and Valuation Drivers). Contact us for a list of Star Performer Attributes for your industry sector and focus area. 

 

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Global Expansion Growth Strategies RoutesToMarket


The market for your software or service remains diverse, but there is a short-list of major players depending on industry and company size.

 

The current budget priorities for your buyers include:

  1. lead generation using inbound marketing and social media technology,
  2. a move towards variable compensation tied to performance,
  3. overall improvement in workforce performance based on the organizational model, i.e. team selling, matrix organizations, etc, and
  4. being able forecast, monitor, report and drive workforce performance improvement.

Global Expansion Strategies:

  1. Follow your trade routes
  2. Follow your strategic alliances

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Getting Started

 

View revenue growth presentations from charles bedard

Contact us at ephor[at]ephorgroup.com for a complimentary overview of branded sector leaders, M&A transactions, and growth comparables for your industry.  

Contact Ephor Group @ ephor[at]ephorgroup.com 

Or @ Charles Bedard

 

 

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