Development and implementation of a new revenue planning method

12.03.2015  • Growth- & Value-Strategy

Client:
German mobile network operator

Challenge:

In an increasingly competitive environment it is essential to plan and actively manage the customers‘ revenue and value figures. Traditional planning in terms of usage and price per unit cannot create a transparent view, which makes a focused management in case of deviations even more difficult.

Core Issues:

  • How can traditional planning in terms of price * units be replaced by a transaction oriented model?
  • How can it be ensured that all relevant transactions are planned disjunctively and that changes in customer behaviour are detected?
  • How can the net value of individual transactions be calculated?
  • Which granularity is necessary for such a planning and reporting while at the same time keeping it lean enough to manage and implement it?

Our input:

  • Operative project management from conception to implementation
  • Conception of the new planning basis and development of a detailed concept together with Controlling and the functional department.
  • Identification of all relevant planning components and their quantification logic
  • Introduction of an early-warning system to detect non-transaction related changes in the customer base in time
  • Definition of responsiblities and processes for the new planning method
  • Coordination of a step-by-step implementation including iterative quality reviews to increase planning accuracy

Results:

  • Increase of transparency and planning accuracy via transaction oriented planning
  • Faster analysis and correction of deviations
  • Early identification of changes in the customer base