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1、Revenue Room WorkshopNew Zealand November 2003Section 1:Section 1: The Revenue Room ConceptThe Revenue Room ConceptSection 2:Section 2: How to set up a Revenue RoomHow to set up a Revenue RoomObjectives Revenue Committee Meeting Frequency Presentation to the Revenue Committeeinspire themawake their
2、passion and get their “buy in”. Determine “Rules of Engagement” with Committee. Agree on frequency. (At least once per week.)Guidance Setting up the room Whiteboards, calendar, clock, Start your meetings Make time and space (Revenue Activities) Weekly/monthly schedules Determine your revenue targets
3、 Gather Inputs (“what”) Identify the top 3 “Routes to Market” Identify the top 3 “Customer Journeys” Generate Outputs (“HOW”)ProcessIdentify needs / potentialDetermine outputsMeasure performanceRe-align actions to meet targetRecognise ResultsPresentation Discussions Who? What? Where? When? Why? How?
4、Rules of Engagement Group DiscussionContent Purpose End Result Success Criteria Responsibilities (preparation) Rules (timings) Remedies (discipline)Review and Assessment MeetingConsolidation Discipline and structure Purpose, End Result, Success Criteria! Inspire your teams! How can you evoke passion
5、? Explain the “why” of revenue management (it is relevant because) Make time for revenue appraise the need and outcomes of your regular revenue meetings/activites Competitor awareness how to outperform them (Critical Success factors and test calls)ConsolidationRoutes to Market Revenue Taps Customer Journey Rules of Engagement Measurement and celebration
