1.Insert your logo here Revenue Generation Assessment Learn more about the tools that support this assessment at www.ConsultingMO.comChange fonts/styles to match your company branding.Insert your own introduction.Use this tool if youd like to assess a client/prospective clients needs in each subject. Have them fill it out and match the responses to the proposal key to determine recommended subjects to address. Then, create a high-level proposal outlining the subjects. To execute, you can download the best practices by subject, or run a strategy wizard plan for the subject and deliver to your client. Or, you can choose to provide a complete detailed proposal upfront. You may delete questions if youd like to shorten it. Make sure to modify your proposal key to match any changes you make here.Please answer the following questions so that we can gain a better understanding of your overall revenue generation process. The questions are broken down into three areas: strategy, tools and processes, and demand generation. Please answer thoughtfully and carefully, and bring in the appropriate people to provide the best possible answers. Insert any comments in the open box to the right.Email/return the completed file to: insert your email address hereStrategy Comments1Are you clearly differentiated from theYes No Unsurecompetition from the market's view?2 Is your market share growing less than 20% perYes No Unsure year?3Are lead acquisition costs rising? Yes No Unsure 4Is the market growing faster than your marketYes No Unsure share?5 Does your current brand reinforce your valueYes No Unsure proposition and competitive strategy?6 Do you have a defined brand architecture andYes No Unsurestrategy?7 Does your product/service complement others Yes No Unsure in the marketplace?8 Is ownership considering a company sale in theYes No Unsurenext 3-5 years? Modify the footer with your company information

2. Insert your logo here9 Can all company leaders clearly articulate theYes No Unsure company strategy? 10Is your revenue forecasting accurate?Yes No Unsure11 Are margins shrinking?Yes No Unsure12 Are sales flat or decreasing? Yes No Unsure13Are you creating a new company or productYes No Unsureline? 14Do you know your customer lifetime value?Yes No Unsure15 Do you focus your marketing investments onYes No Unsureyour most valuable customer segments? 16Do you make ad hoc decisions about new Yes No Unsure marketing campaigns? 17 Do you have some large customers that might Yes No Unsure be unprofitable? 18Are you customer acquisition costs higher than Yes No Unsureindustry standards? 19 Are you in a mature market with a lot ofYes No Unsure competition? 20Are you losing customers faster than you'reYes No Unsurereplacing them? 21 Are there conflicts or inefficiencies in your Yes No Unsure distribution channels? 22 Is your marketing budget tied to customers andYes No Unsureprofit? 23 Is your brand clearly defined in theYes No Unsure marketplace? 24 Are your campaigns tied to revenue goals? Yes No Unsure25 Do you have a formal campaign planningYes No Unsure process in place? 26Are you using campaigns to generate leads? Yes No Unsure27 Do you measure ROI on your marketingYes No Unsureinvestments? 28Are channels underperforming?Yes No Unsure29Do you reduce/cut your marketing budgetYes No Unsure when the economy gets tough? 30 Do you view marketing as an expense instead ofYes No Unsure an investment? Modify the footer with your company information 3. Insert your logo hereTools and Processes Comments 31 Do you sales literature and tools convey you70r Yes No Unsurecompetitive positioning and brand strategy? 32Is your corporate identity consistent with yourYes No Unsure brand? 33Does your website reflect your competitive Yes No Unsure positioning and brand strategy? 34 Does your existing creative reinforce yourYes No Unsurecompetitive positioning and brand strategy? 35 Do your in-house creative resources need more Yes No Unsurestrategic direction? 36 Does your logo reflect your brand personality Yes No Unsuretraits? 37 Have you updated your messages in the last 3Yes No Unsureyears? 38 Are you recovering from a negative public Yes No Unsureevent? 39 Do you have friction within your marketing andYes No Unsure sales teams? 40Are you using all possible distribution channels Yes No Unsurefor your product/service? 41Do you have special messages to deliver to Yes No Unsure different market segments? 42Are you using a new creative firm? Yes No Unsure43 Have you updated your logo recently?Yes No Unsure44 Does your sales literature reflect your Yes No Unsure competitive positioning and brand strategy?Demand Generation Comments 45Do a few top sales reps account for most ofYes No Unsure your revenue? 46 Does management access the sales pipeline?Yes No Unsure47 Are your campaign response rates too low? Yes No Unsure48 Are prospects stuck or falling out of the sales Yes No Unsureprocess? 49 Do you need to establish stronger relationships Yes No Unsure at the beginning of the sales process? Modify the footer with your company information 4. Insert your logo here 50Are sales reps missing their quotas?Yes No Unsure51 Can sales reps accurately project when deals Yes No Unsure will close? 52 Do sales reps have to discount to get orders?Yes No Unsure53 Are your campaigns aligned with your sales Yes No Unsureprocess? 54 Is your CRM tied to your business process? Yes No Unsure55 Is your email marketing producing quantifiable Yes No Unsureresults? 56Do incoming leads need further qualificationYes No Unsure before going to sales? 57Does you market have some tendencies of the Yes No Unsure consumer market? 58Could an outside vendor improve yourYes No Unsure marketing activities? 59 Are your direct mail response rates at or aboveYes No Unsureindustry standards? 60 Are your sales reps nurturing instead of movingYes No Unsureprospects through the sales process? 61 Do your sales reps spend enough time closing Yes No Unsuredeals? 62 Does your website rank highly in Google forYes No Unsure your industry keywords? 63Are you using internet marketing? Yes No Unsure64 Could your prospects use a personal touch in Yes No Unsurethe sales process? 65 Do you have a defined sales process in place?Yes No Unsure66 Do you have a strong online presence?Yes No Unsure67 Do you have substantial creative and marketing Yes No Unsureexecution resources in-house? 68Do you calculate the number of leads to meetYes No Unsureyour sales goals? 69 Do you measure your ROI on your traditionalYes No Unsure media investments? 70 Do you have a small, well-defined target Yes No Unsure market? 71Do you have customer segments that are easy Yes No Unsure to reach online? 72 Do you have high turnover on your sales team?Yes No Unsure73Do you handle any of your customer serviceYes No Unsure Modify the footer with your company information 5. Insert your logo herefrom your website? 74Do you have news-worthy stories that aren't Yes No Unsure being communicated to the market? 75Does your website play a defined role in your Yes No Unsure sales process? 76 Do you need to generate more leads?Yes No Unsure77 Do you need more results from a shoestring Yes No Unsure marketing budget? 78Do you need to raise your visibility in the Yes No Unsure marketplace? 79 Do you sell an intangible product/service that Yes No Unsure required education at the beginning of the sales cycle? 80Are you considering using a new vendor for aYes No Unsure marketing campaign? 81 Is it challenging to motivate sales reps to exceed Yes No Unsure goals? 82 Are you launching a new product or service?Yes No Unsure83Are you launching new campaigns that requireYes No Unsure new headcount? 84 Do you need to generate more leads?Yes No Unsure85 Are you using CRM? Yes No Unsure86 Are you measuring ROI on your telemarketingYes No Unsurecampaigns? 87 Are you using email marketing? Yes No Unsure88Are you using paid search on Google toYes No Unsure generate leads? 89Is your CRM outdated? Yes No Unsure90 Are you unsure of how to improve Yes No Unsureunderperforming reps? 91Do you measure customer retention?Yes No Unsure92 Is your sales cycle growing? Yes No Unsure Modify the footer with your company information