Revenue growth management

Many revenue management initiatives fail to translate their promised benefits into action and value because they lack the correct data or selling story to back them up or are not implemented correctly. We can help with both. We help your team develop their revenue growth management capabilities through gamified simulation, exploring a range of approaches to turning their plans into valuable commercial growth. Our consultancy offering delivers real ROI across your key focus areas, from strategic price positioning to trade terms.

Download the programme summaries

Areas we support

Strategic price positioning

Retailers are demanding more. No longer will they accept a reactive approach; they want long-term pricing plans that show your brands are the best fit for overcoming global pricing challenges.

We’ll help prepare your teams to manage challenging conversations around pricing and put processes in place to successfully develop and implement new strategies.

Pack price architecture

If you want to show retailers how your product portfolio meets market demands, it must link together seamlessly with your pack pricing architecture.

We work with your team to develop this connection, establishing sufficient differentiation in your pack solutions and finding opportunities to link to demand spaces.

Active mix management

In order to drive penetration and frequency of purchase without compromising on competitiveness, your teams must understand how customer profitability is tied to SKU-level prioritisation.

We help your commercial teams drive volume sales of your most profitable SKUs and create account plans that reflect the active customer mix on a market level.

Promotion management

Effective promotion management is key to driving category growth, increasing customer support and solidifying share gain in the spaces you want to dominate.

We work with your team to devise promotional plans that drive category growth in your priority demand spaces, considering the appropriate balance of penetration, frequency and weight of purchase.

Trade terms

To create significant value, your terms must reflect the reality of your commercial operations and ensure you reward the right behaviours. To create value, your terms must reflect the commercial reality of how you operate to ensure you are rewarding the right behaviours.

By ensuring your trade terms are defensible across all customers and aligned to business priorities, you can ensure you’re investing in the right areas and creating consistency between your brands and segments.

Outcomes we deliver

Deliver sustainable profits

By adopting a strategic approach to pricing that considers consumer value in the long term, aligns with business goals and delivers clear benefits, you can secure sustainable organisational profitability.

Drive category growth

Identify the right promotional activities to engage the right customers, and you’ll drive category growth, deliver shopper value and gain sustainable ROI.

Reduce investment risk

Work with our trade term experts to develop a framework for pricing and investment that incentivises and rewards customers. By ensuring investments are targeted at the right customers and activities, you’ll reduce risk.

Optimise your mix

Maximise returns by actively managing your mix at brand, channel, pack and SKU-level. Our mix management experts will help you to balance volumes across channels and customers, accelerating profitable growth.

Keep up with trade demand

With fast-changing trade landscapes putting pressure on range efficiency, it’s crucial that you deliver the right shopper solution in the right place at the right time. By exposing gaps in your current PPA rationale, we will create a future-focused and coherent PPA that drives physical availability.

Revenue growth management solutions

Discover the tools and solutions your team needs to connect the dots between functional perspectives and data, demystify the 'science' of RGM and become more responsive to customer and shopper needs.

Capability Development

Our programmes are built for your teams’ unique needs. That means we tailor the content to your challenges and use a combination of virtual and face-to-face solutions. Each programme follows three key steps:

DISCOVERY: We understand more about your commercial needs. This enables us to tailor the content to your questions and challenges.

WORKSHOP: Delivered by senior FMCG experts, the workshop delves deeper into your unique situation. Our experts work closely with your team to uncover opportunities and devise plans.

EMBEDDING: This final step ensures your team can put their skills into practice, encompassing several learning elements, including individual coaching sessions, E-learning modules and refresh sessions.

Consulting Solutions

Many businesses benefit from additional in-depth advisory support. Our consulting solutions in RGM focus on five key areas: strategic pricing, PPA, Trade Terms, promotion management and mix management.

Work with our senior FMCG RGM experts to improve your business’s response to changing landscapes by opening up opportunities for continuous optimisation across all RGM levers and building a cross-functional approach supported by proven repeatable processes.

Explore our workshops and programmes below!

Revenue Management for Customer Managers

Our popular RM4CM programme offers managers the chance to explore the impact of each RGM lever through a fully-interactive trading year simulator trained using your organisation’s data. This innovative approach to encouraging mindset change is supported by key theories and led by experienced consultants.

Designed for customer managers and other commercial/cross-functional team members who influence commercial customer decisions, this simulation challenges existing thinking, builds commercial acumen and embeds learnings through follow-up coaching.

Advanced Revenue Management Programme

In order to understand how your RGM strategy will translate into commercial ROI, you must be able to answer several key questions. Our Advanced Revenue Management Programme provides managers with the skills and processes needed to uncover how you will:

Identify and convert RGM opportunities?
Ensure broader organisational alignment?
Make RGM a fully integrated function within your business?
Use your RGM plan to inform the overall business strategy?

Embedding tools

Through our in-depth understanding of how learners learn, we have extended our range and style of interventions

The world's leading FMCG suppliers trust Total Negotiation Group

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Hiring TNG has been one of the most significant and impactful decisions I have made in my role. With their help, we have created $5m of net value.

Total Negotiation Group are excellent negotiation experts who take the time to understand your situation and work closely with you on alternative solutions.

A huge thanks to TNG for their hard work on our customer preparation and negotiation this year. It is an area that our business would highlight as a real success and a great building block for the development of the Go To Retail team over the next few years.

I can honestly say it's a pleasure to work with Total Negotiation. They are incredibly collaborative, proactive and innovative. The pace at which we were able to move was remarkable, and their in-depth knowledge and adaptability across markets and individuals was amazing.

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My experience with Total Negotiation Group has been invaluable. From continuous feedback, to key learnings and building important preparation skills, TNG has been an excellent partner throughout all stages of my negotiations. Working with them has been one of the best key learning experiences of my whole career.

Total Negotiation were trusted to dig deep into our business, to ensure that the capability programmes were not simply "off the shelf", but tailored specifically to our industry, our brands and to the individual delegates. The result was a rich training programme that used industry terminology and examples throughout. This accelerated learning and engaged the team from the first moment.

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Total Negotiation Group has a way of not just giving you the answers but arming you with the tools and learnings to get you to a recommendation on your own. In most cases, we were able to successfully negotiate either a P&L neutral result or a "pay-for-performance" agreement with many of our key retail partners. Win-win scenarios.

I love the way Total Negotiation Group has built an RGM (Revenue generation management) programme and incorporated core elements of our playbook.

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I used TNG's negotiation framework this week for internal alignment and preparation... I just closed the price negotiation at the optimal position!

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Get in touch

To enquire about working with us or ask a question, get in touch via the form below. One of our negotiation experts will be in touch within 24 hours.