HavenmontADVISORY

Revenue Advisory

Know what needs to change before investing in more activity

More outreach will not solve every sales problem. We examine where suitable buyers drop out, what holds up a decision and what your team can realistically change. Use the findings to decide where further investment is justified.

The decision

A full calendar can still mean too little business

Too many unsuitable enquiries leave less time for buyers you can serve. Interest that sits without an owner or next step can go nowhere. The question is where the process is failing to produce business you can win and deliver.

We look at the sequence behind those outcomes. Who is reached? What happens when they respond? What is needed to make a proposal, secure a decision and deliver the work?

This helps you avoid paying for more enquiries when the real problem is what happens after they arrive.

What we examine

From evidence to a decision

Trace the problem before choosing the fix

  1. 01 / Situation

    Where does interest stall?

    Trace the source of an enquiry, the person handling it and the point where the buyer stops progressing.

    Record
    Where it came from, who handled it and how long each step took.
  2. 02 / Evidence

    Why does it happen?

    Compare recent wins with stalled opportunities. Check which buyers become customers, what those customers are worth and whether you can deliver more work.

    Separate
    What the records show, what is assumed and what is still unknown.
  3. 03 / Decision

    Which change is worth funding?

    Weigh the likely benefit against the cost, effort and things that must be in place for the change to work.

    Define
    What to change, who will do it and how to check progress.

What the advisory work produces

See whether the opportunity justifies the investment

You should leave the work better able to decide where to invest. We agree which of these answers your engagement will provide:

Where business gets held up
What is stopping progress, what the records show and what we still need to learn.
A recommended change
What to address, why it should help and what must be in place for it to work.
The investment case
What a new customer could be worth after delivery costs, what it takes to win them and how long you may wait to get paid. We also consider fewer wins or a longer sales cycle.
Responsibilities and review
Who owns each next step and what evidence will show whether the change is working.

Before starting, you know what we will deliver, what it costs and how long it should take. The first discussion helps us decide whether a fuller assessment would be useful.

If it makes sense for Havenmont to help put the recommendation into practice, we agree that work separately. You do not have to buy a demand generation engagement.

How we develop the engagement

Contact Havenmont

What would you like to change about how you win business?

Tell us who you want to reach, where interest stalls or what you want to improve. We will review your enquiry and respond about the next step.

Talk to an advisor