There are multiple avenues to achieving organic growth which is arguably the most important avenue to achieving long-term growth in an organization’s value. Revenue and margin enhancement efforts are strategic but often narrower in focus than undertakings such as acquisitions, entering a new line of business, or entering a new geography. Most private sector organizations have three main levers:
Customer acquisition: Which customers will we target? How should we target them?
Customer retention: Which customers are at risk? How do we reduce churn?
Customer value: How do we increase revenue per customer through reducing price sensitivity, selling additional products and services or reducing cost-to-serve?