Accelerate Profitable Growth

The Opportunity

The pursuit of profitable growth has its perils. The downturn exposed the magnitude of previously hidden complexity costs—the result in many cases was undisciplined growth amidst the pursuit of scale, differentiation and new markets. Now companies are seeking to proactively understand what drives profitable growth, how to build meaningful scale without adding complexity, and how to move fast enough to take the lion’s share of market profits.

Wilson Perumal & Company is uniquely qualified to help you in this quest: we are the innovators of the Profit Trajectory analysis—an analytical approach for understanding intrinsic profitability and managing the balance between economies of scale and the cost of complexity. Below are a few examples of how we serve our clients:

Customer, Product & Market Segmentation

Your company has grown but the expected scale benefits failed to materialize. You want to know whether your growth plans will lead to greater profitability, or if your focus must change. Read more

Building on our unique complexity methodologies, we can help you understand which product categories and market segments truly create value for your company, which do not, and how this will change with growth. We can help you to answer key questions such as:

How to segment your customers or products to maximize value and streamline operations and organization?
What is the true profitability of our current customers, market and product segments?
What is the profit sensitivity to scale and how much scale is required to reach profitability targets? I.e., which products or segments simply suffer from lack of scale and which are more inherently challenged?
How do we integrate or reconcile between market and operations perspectives of our portfolio and business? Are we participating in the right segments/markets and how are we advantaged or disadvantaged?

Our analysis provides very dynamic view of profit creation and serves as the touch point for integrating your operations and market perspectives of your business

Chart your Profit Trajectory

CEOs and executive teams are tasked with improving top-line growth and profits, and identifying the right strategy for profitable growth. Read more

We can help you chart a new Profit Trajectory for your business by helping answer questions such as:

Where should you narrow and where should you expand to achieve profit and growth targets?
At what level in the organization should you best build scale (market, segment, product family, product, SKU)?
How do you manage the balance between growth and complexity?

We understand that profitable growth requires capabilities across 2 dimensions: strategic breadth (an accurate understanding of the market) and operational depth (the capabilities to execute on the strategy). We help you across both dimensions.

Optimize your Pricing Position

Few levers are as powerful as pricing on profitable growth, and it is a competitive advantage if done correctly. But current day pricing strategies are usually incomplete – lacking an integrated and dynamic view of competitor, customer and cost dynamics that will determine optimum pricing and profitability. Read more

Many companies have a sense that their current pricing strategies do not support profitable growth. Price too high and you can lose share and impact growth rates; price too low and you leave money on the table. Without pricing disciplines, the “pocket” price may be below your target, with significant value leakage. It is also a powerful lever in a war on complexity and complexity costs. Adjusting pricing can help to migrate customers to more profitable (but equally regarded) products and services. This analysis builds on our unique Square Root Costing and Profit Trajectory analysis, and helps you answer questions such as the following:

How are current pricing levels set, and how does that align with our stated strategy?
What are the key opportunities for maximizing the pricing potential?
What role can pricing play to reduce complexity?
How can processes be improved to enhance price controls, eliminate unwanted variation in trade spend, and improve response time to the market?

WP&C is differentiated in its ability to inject a true understanding of product and service profitability into pricing strategies and then design and implement robust processes to support optimal pricing.

Accelerate your Time to Market

First-movers take the lion’s share of profits, but your time-to-market lags competitors. The product development process and overall commercialization process is burdened by process complexity and rework. Read more

If this is your situation, we can help diagnose your Innovation & Development processes to find the key levers for massive acceleration and improvement in time-to-market. We help you answer questions such as:

What are the 80/20 opportunities for accelerating your product development and commercialization lead-times?
What’s the right trade-off between standardization and flexibility?
How can I drive innovation faster, with greater differentiation, for better outcomes?

We understand creative processes and how to build a robust engine to get more done, faster, with fewer resources. Managing Partner Stephen Wilson is a contributing author to Fast Innovation (McGraw-Hill).

Case Studies

Read about our client experience in this area:

Market entry strategy for a semiconductor company entering solar photovoltaic space. Read More