To the Max: Revenue Maximization: Capturing the Opportunities Within [Hardcover]

Randy Browning (Author), Sameer Kumar (Author)

Book Description

Publication Date: January 3, 2003

Turning the tide on revenue leakage across info-centric organizations.

All types of companies leak revenue. Even those with up-to-date systems, strong controls, admirable internal audit programs, and impressive management teams have discovered that they leak five percent or more of total revenues. In the current economic environment, with megastrategy profit opportunities perhaps a thing of the past, a mental write-off of revenue leakage is a luxury companies can no longer afford.

But revenue leaks need not be a cost of doing business. Revenue maximization strategies are the solution.

Over the past five years, PricewaterhouseCoopers experts have advised telecom, broadband, healthcare, utilities, cable, e-business and new media companies on the core strategies of revenue maximization. The most farseeing of these companies have instituted the high-return programs and the cultural change necessary to profitably capture revenues in all areas of their revenue cycle.

The authors have helped many of the world's leading telecom companies find more than $1 billion in leaked revenues. In this book they also tap the knowledge of their clients and PricewaterhouseCoopers colleagues in other info-centric industries to:

--Make the business case for revenue maximization and give a broad overview of the strategies necessary for success.

--Discuss, in detail, with examples of success and failure, the core strategies for revenue maximization.

--Look at the steps to capture the maximum possible revenue and increase profitability.

--Provide practical guides on how to acquire revenue maximization tools and programs, how to design your own tools, and how, in general, to get started.

For executives in high-transaction industries who are finding it difficult to increase their profitability, no new megastrategy has ridden to the rescue. Maybe no new megastrategy will appear in the near term. Maybe executives will have to rely instead on a portfolio of smart strategies, not megastrategies. For many industries, revenue maximization is one of the best smart strategies. The authors hope, that by the end of this book, you will understand and embrace the steps needed to begin a successful revenue maximization strategy.

Editorial Reviews

Review

"(if)you're looking to take your revenue assurance program to the next level, To The Max is a definite 'must-read" -- Dan Baker, Research Director, Technology Research Institute

"In this age of corporate scandals...firms must now focus on enabling strategies and solutions to assure and maximize revenue." -- John Van Decker, Senior Program Director, META Group

"the book provides an in-depth analysis of the causes of revenue leakage together with a clear-cut roadmap toward eliminating them." -- Norbert Scholz, Gartner DataQuest

From the Publisher

Readers will walk away with a much better understanding of what it really takes to drive a revenue maximization strategy (or a revenue assurance strategy, as it is often called in some industries) in terms of leadership, resources and sheer determination. Moreover, the authors shine a spotlight on a very real, yet intangible benefit: the heightened integrity of a company’s revenue stream. As one exec commented, "It’s a powerful feeling to know that you’re really getting all the revenue you’re supposed to be getting when you put your head down at night."

See all Editorial Reviews

Product Details

• Hardcover: 248 pages
• Publisher: PricewaterhouseCoopers (January 3, 2003)
• ISBN-10: 1931684065
• ISBN-13: 978-1931684064
• Product Dimensions: 8.8 x 5.8 x 0.9 inches
• Shipping Weight: 12 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #2,980,863 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

5.0 out of 5 stars Great perspective on revenue leakage and how to fix it, April 8, 2003

By 

Harold McFarland (Florida) - See all my reviews
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This review is from: To the Max: Revenue Maximization: Capturing the Opportunities Within (Hardcover)

"To The Max" is an insightful guide to the problem of revenue leakage. With growth rates so much lower than they were in the early nineties, businesses have increased the focus on maximizing the revenue stream. The authors are partners at PricewaterhouseCoopers and have extensive experience in the trenches with the telecom industry. While their advice is current and highly practical it is most appropriate for industries the have a great deal of transactions on a regular basis such as telecoms, hospitals and similar organizations.

The areas covered include facts about revenue leakage, causes of revenue leaks, what some companies are doing now, how to get a revenue maximization initiative going within your organization, day-to-day processes, key automated tools, quantifiable monitoring mechanisms, and the future of revenue maximization. While the authors focus on an approach they call identify-quantify-capture, it is obvious that they have dealt in the real world. One of the places this shows though most clearly is in the section where they discuss the problems of getting an organization to commit to a program. It includes detailed discussion of some of the various commitment phases and the process of moving through those phases on the path to commitment. "To the Max" is a recommended read for anyone in business for their self or at the head of a large department or corporation. It is a highly recommended read if that business is involved in a highly detailed transactional business where thousands of transactions are detailed daily.

1 of 1 people found the following review helpful:

5.0 out of 5 stars Great Ideas that will help me at work, February 15, 2003

By 

Louise - See all my reviews

This review is from: To the Max: Revenue Maximization: Capturing the Opportunities Within (Hardcover)

I recently read To the Max. The best thing about the book were the really great ideas on revenue assurance. I work at a big telecom company doing revenue assurance and after reading this book, I'm really excited about my job again. It has inspired me to remember how important my job is to the success of my company. It was easy to read and filled with practical ideas. Thanks.

1 of 1 people found the following review helpful:

5.0 out of 5 stars The Knowledge I needed to start capturing revenue, February 5, 2003

By 

Bruce Halifax (NY USA) - See all my reviews

This review is from: To the Max: Revenue Maximization: Capturing the Opportunities Within (Hardcover)

The authors outline the key steps and traps to making Revenue Assurance work. They have allowed me to increase my Revenue upward of 5% by following their techniques. A truly inspirational read, they show how companies can use Revenue Assurance for competitive advantage and also make it fun and a motivation tool. A must read for any executive who wants to increase their revenues.