How does my function concentrate on what our vital-few customers need?
Your function’s cost, effort and service levels, inside the enterprise intent.
The six stages, as you lead them
Stage 1: See the economic truth
Where is value actually created, and where is it consumed?
You see your function’s cost and effort by the segments it serves.
Output: Profit by customer, product and channel after the cost to serve them, sorted into quartiles and a value-versus-complexity quad.
Stage 2: Price and cost to serve honestly
Does each segment pay for what it consumes?
You are honest about internal cost to serve and the service levels each segment receives.
Output: The gap between price and cost to serve by segment, with pricing and terms options.
Stage 3: Concentrate on the vital few
Where will we focus, and what will we stop or change?
You design a differentiated service model for the vital few.
Output: An approved focus set, and a decision for the rest: standardize, reprice, consolidate, shift channel or responsibly exit.
Stage 4: Release capacity
What capacity does that focus free?
You release capacity inside your function.
Output: Freed hours and spend by function, with a plan for where they go.
Stage 5: Reinvest into growth
Where does the freed capacity go?
You reinvest it in the capabilities your function needs next.
Output: A reinvestment plan aimed at growth in the vital few.
Stage 6: Compound it
How do we make this repeat?
You keep your function’s cadence linked to the enterprise reviews.
Output: Owners, a review cadence and an ARC™ rhythm, so each cycle starts from a stronger base.
The Way to Wealth™ calculator
Your Current, Improvement and Dream scenarios side by side: customers, revenue, costs and profit, with action cards and an Excel model you can download and load back. Your figures stay on this device.
What goes in, what comes out
Inputs
- Functional spend, effort and service levels by segment
- The enterprise focus set
Outputs
- A differentiated service model
- A capacity plan
- Capability investments
Who decides
- Decides
- You decide within the enterprise intent.
- Recommends
- Your team recommends; the CEO decides cross-functional trade-offs.
- Consulted
- Your peers are consulted.
How you will know
Leading measures
- Cycle time and service level for the vital few
Lagging measures
- Functional cost as a share of revenue
Bring your function’s next level of growth to a confidential conversation.
Schedule a Conversation — opens the booking calendar in a new tabThe same six stages, from another seat
- CEO / PresidentWhere does our profit really come from — and what will we stop doing to grow it?See your path
- Entrepreneur / FounderHow do I scale what already works without scaling the complexity?See your path
- Private Equity / Operating PartnerWhich value-creation levers pay back inside the hold period?See your path
- The Leadership TeamDo we share one view of the economic truth — and one set of priorities?See your path
- Advisor / CoachHow do I guide a client through this rigorously, and repeatably?See your path
Start with a confidential conversation about what you want to achieve
Opens the approved calendar in a new tab. An appointment is confirmed only by the calendar provider.