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Intelligent Revenue Generation
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Intelligent Revenue Generation


Muzeview's framework for intelligent revenue generation in Law, Accounting & Consulting Firms.

Muzeview's framework for intelligent revenue generation in Law, Accounting & Consulting Firms.

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  • 1. PracticeView™ Intelligent Revenue Generation for Law, Accounting & Consulting Firms © Muzeview, LLC 2008
  • 2. Intelligent Revenue Generation: Process © Muzeview, LLC 2008 PracticeView™ Analyze market issues and trends, client needs, competitor activity and internal capability development Position our brand and communicate our insights and capabilities relative to specific market and operational challenges Develop relationships with key executives by demonstrating our understanding of their challenges and needs and identifying opportunities to assist Convert opportunities by demonstrating a compelling and differentiated capability to deliver value Deliver client value gaining client trust, expanded client access and resulting insight into additional client challenges and needs
    • Market Analysis
    • Competitor Analysis
    • Client Analysis
    • Internal Analysis
    Market Share Share of Client Market Growth
    • Branding Activities
    • Thought Leadership Programs
    # of Activities # of Hits # of Responses Cost/Response
    • Current & Prospective Client Discussions & Meetings
    # of Interactions # of Leads Cost/Lead
    • Client Needs/RFPs
    • Proposals & Pitches
    • Client Meetings
    Pipeline Value Conversion Ratio Marketing ROI
    • Project Delivery
    • Client Satisfaction & Feedback
    Revenue Billed Margin Follow-On & X-Sell New Service Ideas Objectives Activities Metrics
  • 3. Intelligent Revenue Generation: Key Questions How are we communicating with clients around their issues and our POV? © Muzeview, LLC 2008 PracticeView™ What are the hot topics and emerging trends impacting our clients? Which competitors are focused on these issues? Do we have a distinctive point of view to explore with our clients? Are our clients challenges and our engagement insights “one-offs” or indicative of broader revenue opportunities? How are our competitors delivering their insights? Are our revenue generation activities relevant, focused and differentiated? Which issues do we have the expertise to help our clients with? How are we demonstrating the relevance of our experience to our clients Do we understand our competitors experience and insights? Are our professionals equipped to engage clients in dialog on key issues (which may not be in areas they are expert in - but which are triggers for needs in firm areas of expertise)?
  • 4. Contact © Muzeview, LLC 2008 PracticeView™ Paul Gladen President, Muzeview LLC [email_address] Tel: 212 665 0797