Case study
Global CPG firm adapts to shifting market conditions using revenue growth management
A major global consumer products company struggled with disappointing performance due to innovation in the market from smaller brands, new drink types, and new channel strategies. To address this challenge, the new CEO devised a “Manifesto for Growth,” which included Revenue Growth Management (RGM), a data-driven approach to managing revenue. BTS was hired to assist the top 300 executives in internalizing the mindset and skill set shifts required to execute the Manifesto for Growth, which involved a combination of experiential learning, coaching, and training. The program rolled out globally to over 30,000 and ultimately led to increased revenue growth, and many participants cited specific cost-savings or realized profits amounting to millions of dollars.
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